TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders | LATEST

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TEST BANK for Essentials of Negotiation, 7th
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Edition by Roy Lewicki, Bruce Barry and David
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Saunders ISBN13: 9781260399455 A+
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Essentials of Negotiation 7th Edition by Lewicki CH01
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ANSWERS dJARE dJLOCATED dJIN dJTHE dJSECOND dJPART dJOF dJTHIS dJDOCUMENT
TRUE/FALSE dJ- dJWrite dJ'T' dJif dJthe dJstatement dJis dJtrue dJand dJ'F' dJif dJthe dJstatement dJis dJfalse.
1) Negotiation dJis dJa dJprocess dJreserved dJonly dJfor dJthe dJskilled dJdiplomat, dJtop dJsalesperson, dJor
ardent dJadvocate dJfor dJan dJorganized dJlobby.
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1) dJ



⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-01: dJUnderstand dJthe dJdefinition dJof dJnegotiation, dJthe dJkey dJelements dJof
a dJnegotiati dJTopic dJ: dJThe dJNature dJof dJNegotiation
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Accessibility dJ: dJKeyboard dJNavigation




2) Many dJof dJthe dJmost dJimportant dJfactors dJthat dJshape dJa dJnegotiation dJresult dJdo dJnot dJoccur
during dJthe dJnegotiation, dJbut dJoccur dJafter dJthe dJparties dJhave dJnegotiated.
dJ




dJ




⊚ true
⊚ false


Question dJDetails




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,Created dJBy: dJA dJSolution dJ


Learning dJObjective dJ: dJ01-01: dJUnderstand dJthe dJdefinition dJof dJnegotiation, dJthe dJkey dJelements dJof
a dJnegotiati dJTopic dJ: dJA dJFew dJWords dJabout dJOur dJStyle dJand dJApproach
dJ



Accessibility dJ: dJKeyboard dJNavigation




3) Negotiation dJsituations dJhave dJthe dJsame dJfundamental dJcharacteristics.




⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-01: dJUnderstand dJthe dJdefinition dJof dJnegotiation, dJthe dJkey dJelements dJof
a dJnegotiati dJTopic dJ: dJCharacteristics dJof dJa dJNegotiation dJSituation
dJ



Accessibility dJ: dJKeyboard dJNavigation


4) A dJcreative dJnegotiation dJthat dJmeets dJthe dJobjectives dJof dJall dJsides dJmay dJnot dJrequire
compromise.
dJ

dJ


Essentials dJof dJNegotiation dJ7th dJEdition dJby dJLewicki dJCH01


4) dJ
⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-01: dJUnderstand dJthe dJdefinition dJof dJnegotiation, dJthe dJkey dJelements dJof
a dJnegotiati dJTopic dJ: dJCharacteristics dJof dJa dJNegotiation dJSituation
dJ



Accessibility dJ: dJKeyboard dJNavigation




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,Created dJBy: dJA dJSolution dJ


5) One dJcharacteristic dJcommon dJto dJall dJnegotiation dJsituations dJis dJthat dJboth dJparties
negotiate dJby dJchoice, dJas dJnegotiation dJis dJlargely dJa dJvoluntary dJprocess.
dJ



5) dJ
⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-01: dJUnderstand dJthe dJdefinition dJof dJnegotiation, dJthe dJkey dJelements dJof
a dJnegotiati dJTopic dJ: dJCharacteristics dJof dJa dJNegotiation dJSituation
dJ



Accessibility dJ: dJKeyboard dJNavigation




6) Examples dJof dJtangible dJfactors dJin dJthe dJnegotiation dJprocess dJis dJthe dJneed dJto dJ―win,‖ dJthe
need dJto dJlook dJ―good,‖ dJand dJthe dJneed dJto dJappear dJ―fair.‖
dJ



6) dJ
⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-01: dJUnderstand dJthe dJdefinition dJof dJnegotiation, dJthe dJkey dJelements dJof
a dJnegotiati dJTopic dJ: dJCharacteristics dJof dJa dJNegotiation dJSituation
dJ



Accessibility dJ: dJKeyboard dJNavigation




7) When dJthe dJgoals dJof dJtwo dJor dJmore dJpeople dJare dJinterconnected dJso dJthat dJonly dJone dJcan
achieve dJthe dJgoal—such dJas dJrunning dJa dJrace dJin dJwhich dJthere dJwill dJbe dJonly dJone dJwinner—this
dJ



is dJa dJcompetitive dJsituation, dJalso dJknown dJas dJa dJnon-zero-sum dJor dJdistributive dJsituation.
dJ



7) dJ
dJ
dJ


Essentials dJof dJNegotiation dJ7th dJEdition dJby dJLewicki dJCH01



A+ Page dJ3

, Created dJBy: dJA dJSolution dJ


⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-02: dJExplore dJhow dJpeople dJuse dJnegotiation dJto dJmanage dJdifferent
situations dJof dJinte dJTopic dJ: dJTypes dJof dJInterdependence dJAffect dJOutcomes
dJ



Accessibility dJ: dJKeyboard dJNavigation




8) A dJzero-sum dJsituation dJis dJa dJsituation dJin dJwhich dJindividuals dJare dJso dJlinked dJtogether dJthat
there dJis dJa dJpositive dJcorrelation dJbetween dJtheir dJgoal dJattainments.
dJ



8) dJ
⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-02: dJExplore dJhow dJpeople dJuse dJnegotiation dJto dJmanage dJdifferent
situations dJof dJinte dJTopic dJ: dJTypes dJof dJInterdependence dJAffect dJOutcomes
dJ



Accessibility dJ: dJKeyboard dJNavigation




9) When dJentering dJnegotiation, dJa dJprepared dJnegotiator dJwill dJunderstand dJtheir dJown
BATNA dJas dJwell dJas dJthe dJother dJparty’s dJBATNA.
dJ



9) dJ
⊚ true
⊚ false


Question dJDetails
Learning dJObjective dJ: dJ01-02: dJExplore dJhow dJpeople dJuse dJnegotiation dJto dJmanage dJdifferent
situations dJof dJinte dJTopic dJ: dJAlternatives dJShape dJInterdependence
dJ



Accessibility dJ: dJKeyboard dJNavigation

A+ Page dJ4