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




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Question Details
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Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
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negotiatiTopic : The Nature of Negotiation
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Accessibility : Keyboard Navigation
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2) Many of the most important factors that shape a negotiation result do not occur during the
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negotiation, but occur after the parties have negotiated.
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Question Details
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Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
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negotiatiTopic : A Few Words about Our Style and Approach
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Accessibility : Keyboard Navigation
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3) Negotiation situations have the same fundamental characteristics.
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3) vv




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Question Details
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Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
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negotiatiTopic : Characteristics of a Negotiation Situation
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Accessibility : Keyboard Navigation
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4) A creative negotiation that meets the objectives of all sides may not require compromise.
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,DOWNLOAD THE Test Bank for Essentials of Negotiation 7th Edition Lewicki
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Essentials of Negotiation 7th Edition by Lewicki CH01
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4) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
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negotiatiTopic : Characteristics of a Negotiation Situation
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Accessibility : Keyboard Navigation
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5) One characteristic common to all negotiation situations is that both parties negotiate by
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choice, as negotiation is largely a voluntary process.
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5) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
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negotiatiTopic : Characteristics of a Negotiation Situation
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Accessibility : Keyboard Navigation
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6) Examples of tangible factors in the negotiation process is the need to “win,” the need to
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look “good,” and the need to appear “fair.”
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6) vv




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Question Details v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
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negotiatiTopic : Characteristics of a Negotiation Situation
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Accessibility : Keyboard Navigation
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7) When the goals of two or more people are interconnected so that only one can achieve the
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goal—such as running a race in which there will be only one winner—this is a competitive
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situation, also known as a non-zero-sum or distributive situation.
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7) vv




Version 1 v 2
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, DOWNLOAD THE Test Bank for Essentials of Negotiation 7th Edition Lewicki
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Essentials of Negotiation 7th Edition by Lewicki CH01 v v v v v v v




⊚ true
⊚ false

Question Details v


Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
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inteTopic : Types of Interdependence Affect Outcomes
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Accessibility : Keyboard Navigation
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8) A zero-sum situation is a situation in which individuals are so linked together that there is
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a positive correlation between their goal attainments.
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Question Details v


Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
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inteTopic : Types of Interdependence Affect Outcomes
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Accessibility : Keyboard Navigation
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9) When entering negotiation, a prepared negotiator will understand their own BATNA as
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well as the other party’s BATNA.
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9) vv




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Question Details v


Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
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inteTopic : Alternatives Shape Interdependence
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Accessibility : Keyboard Navigation
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10) In any industry in which repeat business is done with the same parties, there is always a
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balance between pushing the limit on any particular negotiation and making sure the other
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party—and your relationship with him—survives intact.
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