TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki

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


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,(EssentialsofNegotiation,4thCanadianEdition,4eLewicki,Saunders,Barry,Tasa)

g(TestBankallChapters)

Chapter01
gTheNatureofNegotiation




True/FalseQuestions


1. Negotiationsoccurforonlyonereason:tocreatesomethingnewthatneitherpartycould g



achievealone.
g



FALSE


Accessibility:KeyboardNavigation
Difficulty:Medium
g


LearningObjective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n g Topic:
g 01- 01 Becoming a Better Negotiator
g g g g g




2. Sometimespeoplefailtonegotiatebecausetheydonotrecognizethattheyareina
g



negotiablesituation.
g



TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
g


Learning Objective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n n g Topic:
g 01- 01 Becoming a Better Negotiator
g g g g g




3. Goodnegotiatorsaremade,notborn.
TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
g


Learning Objective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n n g Topic:
g 01- 01 Becoming a Better Negotiator
g g g g g




1-1

,Chapter01-TheNatureofNegotiation n n




4. Negotiatingpartiesrarelynegotiatebychoice.
FALSE


Accessibility:KeyboardNavigation
Difficulty:Medium
g


Learning Objective:01-01Definenegotiationandexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n g Topic:
g01- 02 Characteristics of a Negotiation Situation
g g g g g g




5. Itisalwaysagoodtimetonegotiate,therearenoconditionswhichmakenegotiationmore
n




favourable.
g



FALSE


Accessibility:KeyboardNavigation
Difficulty:Easy
g


LearningObjective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n g Topic:
g 01- 02 Characteristics of a Negotiation Situation
g g g g g g




6. Mostindividualsin Western culturedonotnegotiateenough.
n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Hard
g


LearningObjective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n g Topic:
g 01- 02 Characteristics of a Negotiation Situation
g g g g g g




7. Successfulnegotiationinvolvesthemanagementoftangibles(e.g.,thepriceorthetermsofan
agreement)and alsotheresolutionofintangibles.
g n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Medium
g


LearningObjective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n g Topic:
g 01- 02 Characteristics of a Negotiation Situation
g g g g g g




1-2

, Chapter01-TheNatureofNegotiation n n




8. Intangiblefactorsaretheunderlyingpsychologicalmotivationsthat maydirectlyor b g



indirectlyinfluencethepartiesduring anegotiation.
g n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Medium
g


LearningObjective:01-01Definenegotiation andexplainthekeyelementsofanegotiationprocessandthedistincttypesofnegotiation.
n g Topic:
g 01- 02 Characteristics of a Negotiation Situation
g g g g g g




9. Independentpartiescanmeettheir ownneeds withoutthehelpandassistanceofothers.
g n n n




TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
g


Learning Objective:01-02 Describehowpeopleusenegotiationtomanagesituationsofinterdependence.
g g g Topic:
01-03 Managing Interdependence
g g g




10. Dependentpartiesneverrelyonothersforwhattheyneed.
FALSE


Accessibility:KeyboardNavigation
Difficulty:Easy
g


Learning Objective:01-02 Describehowpeopleusenegotiationtomanagesituationsofinterdependence.
g g g Topic:
01-03 Managing Interdependence
g g g




11. Themixofconvergentandconflictinggoalscharacterizesmanyinterdependent
relationships.
g



TRUE


Accessibility:KeyboardNavigation
Difficulty:Easy
g


Learning Objective:01-02 Describehowpeopleusenegotiationtomanagesituationsofinterdependence.
g g g Topic:
01-03 Managing Interdependence
g g g




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