Essentials Of Negotiation, 7th Edition By Roy Lewi
Essentials of Negotiation, 7th Edition by Roy Lewi
Exam (elaborations)
TEST BANK for Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry and David Saunders ISBN13: 9781260399455 A+
6 views 0 purchase
Course
Essentials of Negotiation, 7th Edition by Roy Lewi
Institution
Essentials Of Negotiation, 7th Edition By Roy Lewi
Book
Essentials of Negotiation
TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry and David Saunders
ISBN13: 9781260399455 A+ TABLE OF CONTENTS 1. The Nature of Negotiation 2. S trategy and Tactics of Distributive Bargaining 3. Strategy and Tactics of Integrative Negotiation 4. Negotiation: Stra...
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Newest Version
Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Newest Version
All for this textbook (27)
Written for
Essentials of Negotiation, 7th Edition by Roy Lewi
All documents for this subject (1)
Seller
Follow
ASolution
Reviews received
Content preview
Created By: A Solution
TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry and David Saunders
ISBN13: 9781260399455 A+
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
A+ Page 1
,Created By: A Solution
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.
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
4) A creative negotiation that meets the objectives of all sides may not require compromise.
Essentials of Negotiation 7th Edition by Lewicki CH01
4)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
A+ Page 2
,Created By: A Solution
5) One characteristic common to all negotiation situations is that both parties negotiate by
choice, as negotiation is largely a voluntary process.
5)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
6) Examples of tangible factors in the negotiation process is the need to ―win,‖ the need to
look ―good,‖ and the need to appear ―fair.‖
6)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
7) When the goals of two or more people are interconnected so that only one can achieve the
goal—such as running a race in which there will be only one winner—this is a competitive
situation, also known as a non-zero-sum or distributive situation.
7)
Essentials of Negotiation 7th Edition by Lewicki CH01
A+ Page 3
, Created By: A Solution
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Types of Interdependence Affect Outcomes
Accessibility : Keyboard Navigation
8) A zero-sum situation is a situation in which individuals are so linked together that there is
a positive correlation between their goal attainments.
8)
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Types of Interdependence Affect Outcomes
Accessibility : Keyboard Navigation
9) When entering negotiation, a prepared negotiator will understand their own BATNA as
well as the other party’s BATNA.
9)
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Alternatives Shape Interdependence
A+ Page 4
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller ASolution. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $13.49. You're not tied to anything after your purchase.
