Test Bank For Essentials Of Negotiation 4th Canadian Edition By Roy J. Lewicki, Kevin Tasa, Bruce Barry, David M. Saunders
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Course
Essentials Of Negotiation
Institution
Essentials Of Negotiation
Book
Essentials of Negotiation
Test Bank For Essentials Of Negotiation 4th Canadian Edition By Roy J. Lewicki, Kevin Tasa, Bruce Barry, David M. Saunders
This isn't a book,a test bank is a collection of pre-written exam questions and answers designed to help educators assess and evaluate students' knowledge and understanding of...
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 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...
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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Test Bank
,Table of Contents
Chapter 01: The Nature of Negotiation
Chapter 02: Strategy and Tactics of Distributive Bargaining
Chapter 03: Strategy and Tactics of Integrative Negotiation
Chapter 04: Negotiation: Planning and Strategy
Chapter 05: Individual Differences: Know Yourself and Your Counterpart
Chapter 06: Perception, Cognition, and Emotion
Chapter 07: Communication Process and Outcomes
Chapter 08: Negotiation Power and Persuasion
Chapter 09: The Dynamics of Disputes and Third-Party Help
Chapter 10: Confronting the Dark Side: Deception and Ethical Dilemmas
Chapter 11: Multiparty and Team Negotiations
Chapter 12: Managing Difficult Negotiations
Chapter 13: Best Practices in Negotiations
, 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
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