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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 Roy Lewi

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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...

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test
bank
for
essentials
of negotiation
7th
edition
roy lewicki
bruce barry
9781260399455
essentials of negotiation 7th edition by roy lew
test bank for essentials of negotiation

Book Title:Essentials of Negotiation

Author(s):Roy J. Lewicki, Bruce Barry, David M. Saunders

Edition:2021
ISBN:9781260399455
Edition:Unknown

Exam (elaborations)
TEST BANK For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry, Verified Chapters 1 - 12, Complete Fully Covered Newest Version
Exam (elaborations)
Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST
Exam (elaborations)
Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST

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Essentials of Negotiation, 7th Edition by Roy Lewi

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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

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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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