Essentials of Negotiation 4th Canadian Edition By Lewicki, Saunders, Barry, Tasa (Test Bank)

EssentialsofNegotiation,4th
CanadianEdition,4eLewicki,
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Saunders,Barry,Tasa(TestBank)
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writtenbysmartscorers n




Didyouknowasellerearn
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anaverageof$250permonthselling their
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studynotes
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onDocmerit
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ScantheQR-codeandlearnhowyoucanalsoturnyourclassnotes,
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Uploaded by: tutorsection on Docmerit. Distribution of this document is illegal
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,(EssentialsofNegotiation,4thCanadianEdition,4eLewicki,Saunders,Barry,Tasa)
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(Test BankallChapters)
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Chapter01
TheNatureofNegotiation
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True/FalseQuestions n n




1. Negotiationsoccurforonlyonereason:tocreatesomething newthatneitherpartycould n b




nachievealone.
FALSE


Accessibility:KeyboardNavigation
Difficulty:Medium
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation.
n n n n n n n n n n n n n n n n n n n Topic: 01-
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01 Becoming a Better Negotiator
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2. Sometimespeoplefailtonegotiatebecausethey do notrecognizethat theyarein a b n




nnegotiablesituation. n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation.
n n n n n n n n n n n n n n n n n n n Topic: 01-
n



01 Becoming a Better Negotiator
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3. Goodnegotiatorsaremade,notborn.
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TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation.
n n n n n n n n n n n n n n n n n n n Topic: 01-
n



01 Becoming a Better Negotiator
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1-1

,Chapter01 -TheNatureofNegotiation
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4. Negotiatingpartiesrarelynegotiatebychoice.
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FALSE


Accessibility:KeyboardNavigation
Difficulty:Medium
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation. Topic: 01-
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02 Characteristics of a Negotiation Situation
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5. Itisalwaysagoodtimetonegotiate,therearenoconditionswhichmakenegotiationmore
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nfavourable.
FALSE


Accessibility:KeyboardNavigation
Difficulty:Easy
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation.
n n n n n n n n n n n n n n n n n n n Topic: 01-
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02 Characteristics of a Negotiation Situation
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6. Mostindividualsin Western culturedonotnegotiateenough. n n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Hard
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processand thedistinct typesof negotiation. Topic: 01-
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02 Characteristics of a Negotiation Situation
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7. Successfulnegotiationinvolvesthemanagementoftangibles(e.g.,thepriceorthetermsofan n n




nagreement) and also the resolution ofintangibles.
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TRUE


Accessibility:KeyboardNavigation
Difficulty:Medium
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation.
n n n n n n n n n n n n n n n n n n n Topic: 01-
n



02 Characteristics of a Negotiation Situation
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1-2

, Chapter01 -TheNatureofNegotiation
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8. Intangiblefactorsaretheunderlyingpsychologicalmotivationsthat maydirectlyor b n




nindirectly influence the parties during a negotiation.
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TRUE


Accessibility:KeyboardNavigation
Difficulty:Medium
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Learning Objective:01-01 Definenegotiation and explain thekeyelementsofa negotiation processandthedistinct typesofnegotiation.
n n n n n n n n n n n n n n n n n n n Topic: 01-
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02 Characteristics of a Negotiation Situation
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9. Independent parties canmeet their own needs withoutthehelp andassistanceofothers.
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TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
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Learning Objective:01-02 Describe howpeopleusenegotiationtomanage situationsof interdependence.
n n n n n n n n Topic:
n01-03 Managing Interdependence
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10. Dependentpartiesneverrelyonothersforwhattheyneed. n n n n




FALSE


Accessibility:KeyboardNavigation
Difficulty:Easy
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Learning Objective:01-02 Describe howpeopleusenegotiationtomanage situationsof interdependence.
n n n n n n n n Topic:
n01-03 Managing Interdependence
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11. Themixofconvergentandconflictinggoalscharacterizesmanyinterdependent
nrelationships.
TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
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Learning Objective:01-02 Describe howpeopleusenegotiationtomanage situationsof interdependence.
n n n n n n n n Topic:
n01-03 Managing Interdependence
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1-3