There is a specific moment where this course stops being comfortable: the chapter that argues most negotiations contain more value than the parties claim, and that finding it is a technique rather than a mood. Negotiation, 8th Edition by Roy Lewicki gives that technique a precise vocabulary — logrolling, bridging, cost cutting, nonspecific compensation — and then examines whether you can tell which one a set of facts calls for. Four terms that all mean roughly “work together” in ordinary speech become four distinct answers on the paper.
Why this test bank helps
Terms that overlap in everyday language have to be separated by their conditions, and that separation is what a rationale can teach where a glossary cannot. Every item here explains which structural feature triggers the concept — differing priorities across existing issues, a genuinely new option, a cost borne by one side, an unrelated payment — and why the neighboring term does not fit the facts as written. Reading those distinctions is the fastest way to stop losing marks to near-synonyms.
What’s inside
- Questions across the eighth edition in the book’s own chapter order.
- Multiple choice, true/false and scenario items reflecting how these chapters are assessed.
- A rationale under every question, drawing the boundary between concepts that sound alike.
- Extended coverage of the integrative, ethics and cross-cultural chapters that later units build on.
- One organized PDF, downloadable the moment checkout completes.
Topics covered
- Interdependence and negotiation structure — how the situation itself constrains what either party can do.
- Distributive tactics — anchoring, concession making, commitment tactics and closing techniques.
- Integrative processes — logrolling, bridging, cost cutting and nonspecific compensation.
- Planning and preparation — defining issues, setting limits, and assessing the other party’s position.
- Perception, framing and cognitive bias — how the same offer changes meaning with its frame.
- Communication and persuasion — message structure, credibility and the central and peripheral routes.
- Power and leverage — informational, personal, positional and relationship-based sources of power.
- Ethics and deception — marginally ethical tactics, their consequences and common justifications.
- Difficult negotiations and third parties — impasse, mediation, arbitration and repairing relationships.
Who it’s for
Undergraduate and graduate students taking negotiation from the eighth edition, MBA and executive students in a bargaining elective, and human resources or law students whose program includes dispute resolution.
How to use it (the right way)
Read the chapter, then attempt a block closed-book and, before choosing, write down which integrative move the facts actually describe. Comparing that written answer with the rationale is where the near-miss terms get sorted out. This is a study aid. Use it in line with your institution’s academic-integrity policy — as preparation and self-testing, never as a substitute for coursework or as material taken into a graded assessment.
Sample question (shows the format — your download contains the full set)
Q. Two departments negotiating a shared budget discover that one cares most about when the funds arrive, while the other cares most about the total amount. Which integrative move does this difference most directly invite?
- A. Compromise — splitting the budget evenly between the two departments
- B. Logrolling — trading across the issues so each side concedes on what it values less
- C. Bridging — inventing an entirely new option that neither side had proposed
- D. Nonspecific compensation — paying one side in an unrelated currency for conceding
Answer: B. Logrolling is the move that exploits differing priorities across issues already on the table, which is exactly what the parties have discovered. A treats the situation as single-issue and splits the difference, leaving the discovered difference unused. C would require a new option to be invented, and none is described here. D compensates a conceding party with something outside the negotiation, which is unnecessary when a straight trade across the two issues is available.
Edition & format
- Matches: Negotiation, 8th Edition, by Roy Lewicki (ISBN 9781260043648).
- Format: Digital PDF, delivered instantly after checkout.
- Access: Lifetime — re-download from your account at any time.
Cases and chapter numbering are revised between editions of this text. Please confirm the edition and ISBN above match the book named on your course outline before you buy.
Frequently asked questions
Which edition does this cover? The eighth edition, ISBN 9781260043648. The seventh edition orders several chapters differently and has its own listing.
How do I receive it? The download is available as soon as checkout completes and remains in your account afterwards.
Do all the questions include rationales? Yes. Each rationale explains the concept being tested and separates it from the related term used in the distractors.
Is using a test bank allowed? As practice material it is an ordinary study resource. Follow your institution’s academic-integrity policy and never use it in a graded assessment.
Related course titles are listed under Management Test Banks.
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