Essentials of Negotiation 4th Canadian Edition By Lewicki, Saunders, Barry, Tasa (Test Bank)

EssentialsofNegotiation,4th
CanadianEdition,4eLewicki,
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Saunders,Barry,Tasa(TestBank)
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writtenbysmartscorers n




Didyouknowasellerearn
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anaverageof$250permonthselling their
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onDocmerit
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ScantheQR-codeandlearnhowyoucanalsoturnyourclassnotes,
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study guidesintorealcashtoday.
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,(EssentialsofNegotiation,4thCanadianEdition,4eLewicki,Saunders,Barry,Tasa)
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(Test Bank all Chapters)
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Chapter01
TheNatureofNegotiation
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True/ FalseQuestions nn nn




1. Negotiationsoccurforonlyonereason:tocreatesomething newthatneitherpartycould n b




n achievealone.
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FALSE


Accessibility:KeyboardNavigation
Difficulty:Medium
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Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
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2. Sometimespeoplefailtonegotiatebecausethey do notrecognizethat theyarein a b nn




n negotiablesituation.
n n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
n n n



Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn




3. Goodnegotiatorsaremade,notborn.n n n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
n n n



Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn




1-1

,Chapter01 -TheNatureofNegotiation
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4. Negotiatingpartiesrarelynegotiatebychoice. n n n




FALSE


Accessibility:KeyboardNavigation
Difficulty:Medium
n n n



Learning Objective:01-01 Definenegotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn nn nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
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5. Itisalwaysagoodtimetonegotiate,therearenoconditionswhichmakenegotiationmore
n n




n favourable.
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FALSE


Accessibility:KeyboardNavigation
Difficulty:Easy
n n n



Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn




6. Mostindividualsin Western culturedonotnegotiateenough. nn nn




TRUE


Accessibility:KeyboardNavigation
Difficulty: Hard
n n nn



Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand thedistinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn n nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
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7. Successfulnegotiationinvolvesthemanagementoftangibles(e.g.,thepriceorthetermsofan n n




n agreement) and also the resolution ofintangibles.
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TRUE


Accessibility:KeyboardNavigation
Difficulty:Medium
n n n



Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn




1-2

, Chapter01 -TheNatureofNegotiation
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8. Intangiblefactorsaretheunderlyingpsychologicalmotivationsthat maydirectlyor b n n




n indirectly influence the parties during a negotiation.
n nn nn nn nn nn nn




TRUE


Accessibility:KeyboardNavigation
Difficulty:Medium
n n n



Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn




9. Independent parties canmeet their own needs withoutthe help andassistanceof others.
nn nn n nn b nn nn nn nn




TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
n n n



Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
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n Topic: 01-03 Managing Interdependence
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10. Dependentpartiesneverrelyonothersforwhattheyneed. n n n n




FALSE


Accessibility:KeyboardNavigation
Difficulty:Easy
n n n



Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn



n Topic: 01-03 Managing Interdependence
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11. Themixofconvergentandconflictinggoalscharacterizesmanyinterdependent
n relationships.
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TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
n n n



Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn



n Topic: 01-03 Managing Interdependence
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