Test bank for Essentials Of Negotiation 4th Canadian Edition by Roy J. Lewicki, Kevin Tasa, Bruce Barry and David M. Saunders isbn-9781260065879 Complete Latest Guide Graded A+

Essentials of Negotiation, 4th b b b




Canadian Edition, 4e Lewicki,
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Saunders, Barry, Tasa (Test Bank)
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written by smartscorers b b




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,(Essentials of Negotiation, 4th Canadian Edition, 4e Lewicki, Saunders, Barry, Tasa)
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(Test Bank all Chapters)
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Chapter01 b




The Nature of Negotiation
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True / False Questions
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1. Negotiations occur for only one reason: to create something new that neither party could
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achieve alone.
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FALSE


Accessibility: Keyboard Navigation b b



bDifficulty: Medium b



Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-01 Becoming a Better Negotiator
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2. Sometimes people fail to negotiate because they do not recognize that they are in a
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negotiable situation.
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TRUE


Accessibility: Keyboard Navigation b b



bDifficulty: Easy b



Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-01 Becoming a Better Negotiator
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3. Good negotiators are made, not born.
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TRUE


Accessibility: Keyboard Navigation b b



bDifficulty: Easy b



Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-01 Becoming a Better Negotiator
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1-1

,Chapter 01 - The Nature of Negotiation
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4. Negotiating parties rarely negotiate by choice.
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FALSE


Accessibility: Keyboard Navigation
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bDifficulty: Medium
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Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-02 Characteristics of a Negotiation Situation
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5. It is always a good time to negotiate, there are no conditions which make negotiation more
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favourable.
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FALSE


Accessibility: Keyboard Navigation
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bDifficulty: Easy b



Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-02 Characteristics of a Negotiation Situation
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6. Most individuals in Western culture do not negotiate enough.
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TRUE


Accessibility: Keyboard Navigation
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bDifficulty: Hard b



Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-02 Characteristics of a Negotiation Situation
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7. Successful negotiation involves the management of tangibles (e.g., the price or the terms of an
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agreement) and also the resolution of intangibles.
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TRUE


Accessibility: Keyboard Navigation
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bDifficulty: Medium
b



Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-02 Characteristics of a Negotiation Situation
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1-2

, Chapter 01 - The Nature of Negotiation
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8. Intangible factors are the underlying psychological motivations that may directly or
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indirectly influence the parties during a negotiation.
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TRUE


Accessibility: Keyboard Navigation
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bDifficulty: Medium
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Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation. Topic:
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01-02 Characteristics of a Negotiation Situation
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9. Independent parties can meet their own needs without the help and assistance of others.
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TRUE


Accessibility: Keyboard Navigation
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bDifficulty: Easy b



Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence. Topic:
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01-03 Managing Interdependence
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10. Dependent parties never rely on others for what they need.
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FALSE


Accessibility: Keyboard Navigation
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bDifficulty: Easy b



Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence. Topic:
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01-03 Managing Interdependence
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11. The mix of convergent and conflicting goals characterizes many interdependent
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relationships.
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TRUE


Accessibility: Keyboard Navigation
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bDifficulty: Easy b



Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence. Topic:
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01-03 Managing Interdependence
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1-3