100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Previously searched by you
Previously searched by you
logo
Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST $14.99
Add to cart
Quickly navigate to
Preview
  2.  
  3. Essentials Of Negotiation, 7e
  4.  
  5. Essentials Of Negotiation, 7e

Exam (elaborations)

Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST
 0 purchase
  • Course
  • Essentials Of Negotiation, 7e
  • Institution
  • Essentials Of Negotiation, 7e

Test Bank For Essentials of Negotiation, 7th Edition by Roy Lewicki, Bruce Barry| 978-1260399455| All Chapters 1-12| LATEST

Preview 4 out of 135  pages

Document information

  • November 8, 2024
  • 135
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

Subjects

Connected book

book image

Book Title:

Author(s):

  • Edition:
  • ISBN:
  • Edition:

More summaries for

All for this textbook (42)

Written for

  • Essentials Of Negotiation, 7e
  • Essentials Of Negotiation, 7e

Seller

avatar-seller
Lectdavian

Reviews received

Content preview

,DOWNLOAD THE Test Bank for Essentials of Negotiation 7th Edition Lewicki
v v v v v v v v v v




Essentials of Negotiation 7th Edition by Lewicki CH01
v v v v v v v




ANSWERS ARE LOCATED IN THE SECOND PART OF THIS DOCUMENT
v v v v v v v v v




TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
v v v v v v v v v v v v v v v



1) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
v v v v v v v v v v v v v


advocate for an organized lobby.
v v v v v




1) vv




⊚ true
⊚ false

Question Details
v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
v v v v v v v v v v v v v


negotiatiTopic : The Nature of Negotiation
v v v v v v v


Accessibility : Keyboard Navigation
v v v




2) Many of the most important factors that shape a negotiation result do not occur during the
v v v v v v v v v v v v v v v



negotiation, but occur after the parties have negotiated.
v v v v v v v v




2) vv




⊚ true
⊚ false

Question Details
v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
v v v v v v v v v v v v v


negotiatiTopic : A Few Words about Our Style and Approach
v v v v v v v v v v v


Accessibility : Keyboard Navigation
v v v




3) Negotiation situations have the same fundamental characteristics.
v v v v v v




3) vv




⊚ true
⊚ false

Question Details
v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
v v v v v v v v v v v v v


negotiatiTopic : Characteristics of a Negotiation Situation
v v v v v v v v


Accessibility : Keyboard Navigation
v v v




4) A creative negotiation that meets the objectives of all sides may not require compromise.
v v v v v v v v v v v v v




Version 1 v 1
mynursytest.store

,DOWNLOAD THE Test Bank for Essentials of Negotiation 7th Edition Lewicki
v v v v v v v v v v




Essentials of Negotiation 7th Edition by Lewicki CH01
v v v v v v v




4) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
v v v v v v v v v v v v v


negotiatiTopic : Characteristics of a Negotiation Situation
v v v v v v v v


Accessibility : Keyboard Navigation
v v v




5) One characteristic common to all negotiation situations is that both parties negotiate by
v v v v v v v v v v v v



choice, as negotiation is largely a voluntary process.
v v v v v v v v




5) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
v v v v v v v v v v v v v


negotiatiTopic : Characteristics of a Negotiation Situation
v v v v v v v v


Accessibility : Keyboard Navigation
v v v




6) Examples of tangible factors in the negotiation process is the need to “win,” the need to
v v v v v v v v v v v v v v v



look “good,” and the need to appear “fair.”
v v v v v v v v




6) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
v v v v v v v v v v v v v


negotiatiTopic : Characteristics of a Negotiation Situation
v v v v v v v v


Accessibility : Keyboard Navigation
v v v




7) When the goals of two or more people are interconnected so that only one can achieve the
v v v v v v v v v v v v v v v v



goal—such as running a race in which there will be only one winner—this is a competitive
v v v v v v v v v v v v v v v v



situation, also known as a non-zero-sum or distributive situation.
v v v v v vv v v v




7) vv




Version 1 v 2
mynursytest.store

, DOWNLOAD THE Test Bank for Essentials of Negotiation 7th Edition Lewicki
v v v v v v v v v v




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
v v v v v v v v v v v v v


inteTopic : Types of Interdependence Affect Outcomes
v v v v v v v v


Accessibility : Keyboard Navigation
v v v




8) A zero-sum situation is a situation in which individuals are so linked together that there is
v v v v v v v v v v v v v v v


a positive correlation between their goal attainments.
v v v v v v v




8) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
v v v v v v v v v v v v v


inteTopic : Types of Interdependence Affect Outcomes
v v v v v v v v


Accessibility : Keyboard Navigation
v v v




9) When entering negotiation, a prepared negotiator will understand their own BATNA as
v v v v v v v v v v v



well as the other party’s BATNA.
v v v v v v




9) vv




⊚ true
⊚ false

Question Details v


Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
v v v v v v v v v v v v v


inteTopic : Alternatives Shape Interdependence
v v v v v v


Accessibility : Keyboard Navigation
v v v




10) In any industry in which repeat business is done with the same parties, there is always a
v v v v v v v v v v v v v v v v



balance between pushing the limit on any particular negotiation and making sure the other
v v v v v v v v v v v v v v



party—and your relationship with him—survives intact.
v v v v v v




10) vv




⊚ true
⊚ false


Version 1 v 3
mynursytest.store

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

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

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

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 Lectdavian. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for $14.99. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

69052 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 15 years now

Start selling

Recently viewed by you

Exam (elaborations) ·

(0)

CFRE Volunteer Campaigns questions n answers graded A+ 2023/2024

Exam (elaborations) ·

(0)

RBT Pearson Exam Questions & Answers 2023/2024 update

Package deal ·

(0)

Initatie Bouwfysica
$14.99
  • (0)
Add to cart
Added