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TEST BANK for Essentials Of Negotiation 4th Canadian Edition by Lewicki, Tasa, Barry, Saunders | All 13 Chapters CA$45.96   Add to cart
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TEST BANK for Essentials Of Negotiation 4th Canadian Edition by Lewicki, Tasa, Barry, Saunders | All 13 Chapters
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TEST BANK for Essentials Of Negotiation (Canadian Edition) 4th Edition Lewicki, Tasa, Barry, Saunders. ISBN 2902 TEST BANK for Essentials Of Negotiation (Canadian Edition) 4th Edition Lewi cki, Tasa, Barry, Saunders. ISBN 2902TABLE OF CONTENTS: Chapter 1:The Nature of Negotiation Chapter 2:Strategy...

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  • July 30, 2023
  • 290
  • 2022/2023
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, Chapter 01
The Nature of Negotiation




True / False Questions


1. Negotiations occur for only one reason: to create something new that neither party could
achieve alone.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator



2. Sometimes people fail to negotiate because they do not recognize that they are in a
negotiable situation.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator



3. Good negotiators are made, not born.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator




1-1

,Chapter 01 - The Nature of Negotiation




4. Negotiating parties rarely negotiate by choice.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



5. It is always a good time to negotiate, there are no conditions which make negotiation more
favourable.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



6. Most individuals in Western culture do not negotiate enough.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



7. Successful negotiation involves the management of tangibles (e.g., the price or the terms of
an agreement) and also the resolution of intangibles.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation




1-2

, Chapter 01 - The Nature of Negotiation




8. Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



9. Independent parties can meet their own needs without the help and assistance of others.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence



10. Dependent parties never rely on others for what they need.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence



11. The mix of convergent and conflicting goals characterizes many interdependent
relationships.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence




1-3

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