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

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TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry and David Saunders
ISBN13: 9781260399455 A+




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Essentials of Negotiation 7th Edition by Lewicki CH01
ANSWERS ARE LOCATED IN THE SECOND PART OF THIS DOCUMENT
TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
1) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
1)
⊚ true
⊚ false


Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : The Nature of Negotiation
Accessibility : Keyboard Navigation




2) Many of the most important factors that shape a negotiation result do not occur during the
negotiation, but occur after the parties have negotiated.




⊚ true
⊚ false


Question Details




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Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : A Few Words about Our Style and Approach
Accessibility : Keyboard Navigation




3) Negotiation situations have the same fundamental characteristics.
U U U U U U




⊚ true
⊚ false


Question Details
U




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
U U U U U U U U U U U U U U




negotiati Topic : Characteristics of a Negotiation Situation
U U U U U U U




Accessibility : Keyboard Navigation
U U U




4) A creative negotiation that meets the objectives of all sides may not require compromise.
U U U U U U U U U U U U U




Essentials of Negotiation 7th Edition by Lewicki CH01
U U U U U U U U




4)
⊚ true
⊚ false


Question Details
U




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
U U U U U U U U U U U U U U




negotiati Topic : Characteristics of a Negotiation Situation
U U U U U U U




Accessibility : Keyboard Navigation
U U U




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5) One characteristic common to all negotiation situations is that both parties negotiate
U U U U U U U U U U U U




by choice, as negotiation is largely a voluntary process.
U U U U U U U U




5)
⊚ true
⊚ false


Question Details U




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
U U U U U U U U U U U U U U




negotiati Topic : Characteristics of a Negotiation Situation
U U U U U U U




Accessibility : Keyboard Navigation
U U U




6) Examples of tangible factors in the negotiation process is the need to ―win,‖ the need to
U U U U U U U U U U U U U U U U




look ―good,‖ and the need to appear ―fair.‖
U U U U U U U




6)
⊚ true
⊚ false


Question Details U




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
U U U U U U U U U U U U U U




negotiati Topic : Characteristics of a Negotiation Situation
U U U U U U U




Accessibility : Keyboard Navigation
U U U




7) When the goals of two or more people are interconnected so that only one can achieve
U U U U U U U U U U U U U U U U




the goal—such as running a race in which there will be only one winner—this is a competitive
U U U U U U U U U U U U U U U U U




situation, also known as a non-zero-sum or distributive situation.
U U U U U U U U




7)




Essentials of Negotiation 7th Edition by Lewicki CH01
U U U U U U U




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