TEST BANK for Essentials Of Negotiation 4th Canadian Edition by Lewicki, Tasa, Barry, Saunders | All 13 Chapters
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Essentials Of Negotiation
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Essentials of Negotiation
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...
TEST BANK for Essentials of Negotiation 6th Edition by Roy Lewicki, Bruce Barry and David Saunders | All 12 Chapters
TEST BANK for Essentials of Negotiation 6th Edition by Roy Lewicki, Bruce Barry and David Saunders ISBN-. (All 12 Chapters)
Test Bank for Essentials Of Negotiation 4th Canadian Edition by Roy Lewicki, Kevin Tasa, Bruce Barry & David Saunders - Complete Elaborated and Latest Test Bank. ALL Chapters(1-31)Included and Update...
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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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