Test Bank for Essentials of Negotiation 8th edition by Roy J. Lewicki, Bruce Barry, David M. Saunders.

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TEST BANK for Essentials of Negotiation, 7th Edition
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by Roy Lewicki, Bruce Barry and David Saunders ISB
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N13: 9781260399455 A+
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EssentialsgofgNegotiationg7thgEditiongbygLewickigCH01
ANSWERSgAREgLOCATEDgINgTHEgSECONDgPARTgOFgTHISgDOCUMENT
TRUE/FALSEg-gWriteg'T'gifgthegstatementgisgtruegandg'F'gifgthegstatementgisgfalse.
1)
Negotiationgisgagprocessgreservedgonlygforgthegskilledgdiplomat,gtopgsalesperson,gorgarden
tgadvocategforgangorganizedglobby.
1) g


⊚ true
⊚ false


QuestiongDetails
LearninggObjectiveg:g01-
01:gUnderstandgthegdefinitiongofgnegotiation,gthegkeygelementsgofgagnegotiatigTopicg:gThegNature
ofgNegotiation
g

Accessibilityg:gKeyboardgNavigation




2)
Manygofgthegmostgimportantgfactorsgthatgshapegagnegotiationgresultgdognotgoccurgduringgt
hegnegotiation,gbutgoccurgaftergthegpartiesghavegnegotiated.


g




⊚ true
⊚ false


A+ Pageg1

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QuestiongDetails
LearninggObjectiveg:g01-
01:gUnderstandgthegdefinitiongofgnegotiation,gthegkeygelementsgofgagnegotiatigTopicg:gAgFewgWo
rdsgaboutgOurgStylegandgApproach
Accessibilityg:gKeyboardgNavigation




3) Negotiationgsituationsghavegthegsamegfundamentalgcharacteristics.




⊚ true
⊚ false


QuestiongDetails
LearninggObjectiveg:g01-
01:gUnderstandgthegdefinitiongofgnegotiation,gthegkeygelementsgofgagnegotiatigTopicg:gCharacteris
ticsgofgagNegotiationgSituation
Accessibilityg:gKeyboardgNavigation


4)
Agcreativegnegotiationgthatgmeetsgthegobjectivesgofgallgsidesgmaygnotgrequiregcompromise
.
g

EssentialsgofgNegotiationg7thgEditiongbygLewickigCH01


4)g
⊚ true
⊚ false


QuestiongDetails


A+ Pageg2

,CreatedgBy:gAgSolutiong


LearninggObjectiveg:g01-
01:gUnderstandgthegdefinitiongofgnegotiation,gthegkeygelementsgofgagnegotiatigTopicg:gCharacteris
ticsgofgagNegotiationgSituation
Accessibilityg:gKeyboardgNavigation




5)
Onegcharacteristicgcommongtogallgnegotiationgsituationsgisgthatgbothgpartiesgnegotiategbyg
choice,gasgnegotiationgisglargelygagvoluntarygprocess.
5)g
⊚ true
⊚ false


QuestiongDetails
LearninggObjectiveg:g01-
01:gUnderstandgthegdefinitiongofgnegotiation,gthegkeygelementsgofgagnegotiatigTopicg:gCharacteris
ticsgofgagNegotiationgSituation
Accessibilityg:gKeyboardgNavigation




6)
Examplesgofgtangiblegfactorsgingthegnegotiationgprocessgisgthegneedgtog“win,”gthegneedgtog
lookg“good,”gandgthegneedgtogappearg“fair.”
6)g
⊚ true
⊚ false


QuestiongDetails
LearninggObjectiveg:g01-
01:gUnderstandgthegdefinitiongofgnegotiation,gthegkeygelementsgofgagnegotiatigTopicg:gCharacteris
ticsgofgagNegotiationgSituation

A+ Pageg3

, CreatedgBy:gAgSolutiong


Accessibilityg:gKeyboardgNavigation




7)
Whengtheggoalsgofgtwogorgmoregpeoplegareginterconnectedgsogthatgonlygonegcangachievegt
heggoal—suchgasgrunninggagracegingwhichgtheregwillgbegonlygonegwinner—
thisgisgagcompetitivegsituation,galsogknowngasgagnon-zero-sumgorgdistributivegsituation.
7)g
g
g

EssentialsgofgNegotiationg7thgEditiongbygLewickigCH01


⊚ true
⊚ false


QuestiongDetails
LearninggObjectiveg:g01-
02:gExploreghowgpeoplegusegnegotiationgtogmanagegdifferentgsituationsgofgintegTopicg:gTypesgofg
InterdependencegAffectgOutcomes
Accessibilityg:gKeyboardgNavigation




8) Agzero-
sumgsituationgisgagsituationgingwhichgindividualsgaregsoglinkedgtogethergthatgtheregisgagpositivegco
rrelationgbetweengtheirggoalgattainments.
8)g
⊚ true
⊚ false


QuestiongDetails




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