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TEST BANK for Essentials Of Negotiation (Canadian Edition) 4th Edition Lewicki, Tasa, Barry, Saunders. ISBN 9781260332902. (All 13 Chapters) A+ CA$21.46   Add to cart
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TEST BANK for Essentials Of Negotiation (Canadian Edition) 4th Edition Lewicki, Tasa, Barry, Saunders. ISBN 9781260332902. (All 13 Chapters) A+
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TEST BANK for Essentials Of Negotiation (Canadian Edition) 4th Edition Lewicki, Tasa, Barry, Saunders. ISBN 9781260332902. (All 13 Chapters) A+ TABLE OF CONTENTS: Chapter 1:The Nature of Negotiation Chapter 2:Strategy and Tactics of Distributive Bargaining Chapter 3:Strategy and Tactics of Integrat...

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  • October 27, 2023
  • 543
  • 2023/2024
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  • 9781260065879
  • canadian edition
  • test bank for essentials of negotiation 4th editi
  • essentials of negotiation 4th edition
  • essentials of negotiation by roy j lewicki davi

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Essentials of Negotiation 4th Edition by Roy Lewicki, Bruce Barry and David Saunders




TEST BANK for Essentials Of Negotiation
(Canadian Edition) 4th Edition Lewicki,
Tasa, Barry, Saunders




Test Bank Page 1

, Essentials of Negotiation 4th Edition by Roy Lewicki, Bruce Barry and David Saunders

CORRECT ANSWERS ARE LOCATED IN THE 2ND HALF OF THIS DOC.
TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
1) Negotiations occur for only one reason: to create something new that neither party
could achieve alone.

⊚ true

⊚ false


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

⊚ true

⊚ false


3) Good negotiators are made, not born.

⊚ true

⊚ false


4) Negotiating parties rarely negotiate by choice.

⊚ true

⊚ false


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

⊚ true

⊚ false


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

⊚ true

⊚ false

Test Bank Page 2

, Essentials of Negotiation 4th Edition by Roy Lewicki, Bruce Barry and David Saunders


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

⊚ false


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

⊚ true

⊚ false


ACCESS Test Bank for Essentials of Negotiation 4th Canadian
Edition Lewicki



2
9) Independent parties can meet their own needs without the help and assistance of
others.

⊚ true

⊚ false


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

⊚ true

⊚ false


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

⊚ true

⊚ false


Test Bank Page 3

, Essentials of Negotiation 4th Edition by Roy Lewicki, Bruce Barry and David Saunders

12) The interdependence of people's goals, and the structure of the situation in which
they are
going to negotiate, has little effect on the negotiation processes and outcomes.




Test Bank Page 4

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