Test Bank for Essentials of Negotiation 6th Edition by Lewicki Barry and. Saunders ISBN 0077862465

CreatedmBy:mAmSolutionm


TEST BANK for Essentials of Negotiation, 7th Edition
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by Roy Lewicki, Bruce Barry and David Saunders ISB
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N13: 9781260399455 A+
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Essentials of Negotiation 7th Edition by Lewicki CH01
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ANSWERSmAREmLOCATEDmINmTHEmSECONDmPARTmOFmTHISmDOCUMENT
TRUE/FALSEm-mWritem'T'mifmthemstatementmismtruemandm'F'mifmthemstatementmismfalse.
1)
Negotiationmismamprocessmreservedmonlymformthemskilledmdiplomat,mtopmsalesperson,mormarde
ntmadvocatemformanmorganizedmlobby.
1) m



⊚ true
⊚ false


QuestionmDetails
LearningmObjectivem:m01-
01:mUnderstandmthemdefinitionmofmnegotiation,mthemkeymelementsmofmamnegotiatimTopicm:mThemNatur
emofmNegotiation
Accessibilitym:mKeyboardmNavigation




2)
Manymofmthemmostmimportantmfactorsmthatmshapemamnegotiationmresultmdomnotmoccurmduringm
themnegotiation,mbutmoccurmaftermthempartiesmhavemnegotiated.

m




⊚ true
⊚ false


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,CreatedmBy:mAmSolutionm



QuestionmDetails
LearningmObjectivem:m01-
01:mUnderstandmthemdefinitionmofmnegotiation,mthemkeymelementsmofmamnegotiatimTopicm:mAmFewmW
ordsmaboutmOurmStylemandmApproach
Accessibilitym:mKeyboardmNavigation




3) Negotiationmsituationsmhavemthemsamemfundamentalmcharacteristics.




⊚ true
⊚ false


QuestionmDetails
LearningmObjectivem:m01-
01:mUnderstandmthemdefinitionmofmnegotiation,mthemkeymelementsmofmamnegotiatimTopicm:mCharacteri
sticsmofmamNegotiationmSituation
Accessibilitym:mKeyboardmNavigation


4)
Amcreativemnegotiationmthatmmeetsmthemobjectivesmofmallmsidesmmaymnotmrequiremcompromis
e.
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EssentialsmofmNegotiationm7thmEditionmbymLewickimCH01


4)m
⊚ true
⊚ false


QuestionmDetails


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,CreatedmBy:mAmSolutionm


LearningmObjectivem:m01-
01:mUnderstandmthemdefinitionmofmnegotiation,mthemkeymelementsmofmamnegotiatimTopicm:mCharacteri
sticsmofmamNegotiationmSituation
Accessibilitym:mKeyboardmNavigation




5)
Onemcharacteristicmcommonmtomallmnegotiationmsituationsmismthatmbothmpartiesmnegotiatemby
m choice,masmnegotiationmismlargelymamvoluntarymprocess.
5)m
⊚ true
⊚ false


QuestionmDetails
LearningmObjectivem:m01-
01:mUnderstandmthemdefinitionmofmnegotiation,mthemkeymelementsmofmamnegotiatimTopicm:mCharacteri
sticsmofmamNegotiationmSituation
Accessibilitym:mKeyboardmNavigation




6)
Examplesmofmtangiblemfactorsminmthemnegotiationmprocessmismthemneedmtom“win,”mthemneedmt
omlookm“good,”mandmthemneedmtomappearm“fair.”
6)m
⊚ true
⊚ false


QuestionmDetails
LearningmObjectivem:m01-
01:mUnderstandmthemdefinitionmofmnegotiation,mthemkeymelementsmofmamnegotiatimTopicm:mCharacteri
sticsmofmamNegotiationmSituation

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, CreatedmBy:mAmSolutionm


Accessibilitym:mKeyboardmNavigation




7)
Whenmthemgoalsmofmtwomormmorempeoplemareminterconnectedmsomthatmonlymonemcanmachievem
themgoal—suchmasmrunningmamraceminmwhichmtheremwillmbemonlymonemwinner—
thismismamcompetitivemsituation,malsomknownmasmamnon-zero-summormdistributivemsituation.
7)m
m
m


EssentialsmofmNegotiationm7thmEditionmbymLewickimCH01


⊚ true
⊚ false


QuestionmDetails
LearningmObjectivem:m01-
02:mExploremhowmpeoplemusemnegotiationmtommanagemdifferentmsituationsmofmintemTopicm:mTypesmof
m InterdependencemAffectmOutcomes
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8) Amzero-
summsituationmismamsituationminmwhichmindividualsmaremsomlinkedmtogethermthatmtheremismampositivemc
orrelationmbetweenmtheirmgoalmattainments.
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QuestionmDetails




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