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Test Bank for Essentials of Negotiation, 7th Edition by Roy J. Lewicki, David M. Saunders, and Bruce Barry

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This document is the Test Bank for the 7th Edition of Essentials of Negotiation, covering 12 chapters on the theory and practice of negotiation. The content addresses fundamental concepts such as the nature of negotiation, the distinction between distributive (win-lose) and integrative (win-win) bargaining strategies and tactics, and the importance of strategy and planning. Further topics include the role of ethics in negotiation, the impact of perception, cognition, and emotion on the process, communication techniques, sources of negotiation power, the complexity of relationships, multi-party negotiation, and the challenges of international and cross-cultural negotiation.

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Essentials Of Negotiation
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Institution
Essentials of Negotiation
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Essentials of Negotiation

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Uploaded on
November 4, 2025
Number of pages
449
Written in
2025/2026
Type
Exam (elaborations)
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