1
,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
+j +j +j +j +j +j +j +j +j +j
Chap 01: The Nature of Negotiation
+j +j +j +j +j
1) Negotiations occur for only one reason: to create something new that neither party could
+j +j +j +j +j +j +j +j +j +j +j +j +j
+j achieve alone. +j
⊚ true + j
⊚ false + j
2) Sometimes people fail to negotiate because they do not recognize that they are in
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
a negotiable situation.
+j +j
⊚ true + j
⊚ false + j
3) Good negotiators are made, not born.
+j +j +j +j +j
⊚ true + j
⊚ false + j
4) Negotiating parties rarely negotiate by choice.
+j +j +j +j +j
⊚ true + j
⊚ false + j
5) It is always a good time to negotiate, there are no conditions which make negotiation mor
+j +j +j +j +j +j +j +j +j +j +j +j +j +j +j
e favourable.
+j
⊚ true + j
⊚ false + j
6) Most individuals in Western culture do not negotiate enough.
+j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
7) Successful negotiation involves the management of tangibles (e.g., the price or the terms of
+j +j +j +j +j +j +j +j +j +j +j +j +j
+j an agreement) and also the resolution of intangibles.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
2
,8) Intangible factors are the underlying psychological motivations that may directly or
+j +j +j +j +j +j +j +j +j +j
indirectly influence the parties during a negotiation.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
9) Independent parties can meet their own needs without the help and assistance of others.
+j +j +j +j +j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
10) Dependent parties never rely on others for what they need.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
11) The mix of convergent and conflicting goals characterizes many interdependent
+j +j +j +j +j +j +j +j +j
relationships.
+j
⊚ true + j
⊚ false + j
12) The interdependence of people's goals, and the structure of the situation in which they ar
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
e going to negotiate, has little effect on the negotiation processes and outcomes.
+j +j +j +j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
13) The purpose of a distributive negotiation is to create value.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
14) Whether you should or should not agree on something in a negotiation depends entirely upo
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
n the attractiveness to you of the best available alternative.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
3
, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with th
+j +j +j +j +j +j +j +j +j +j +j +j +j
e other party again in the future is low.
+j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
16) Negotiator perceptions of situations tend to be biased toward seeing problems as mor
+j +j +j +j +j +j +j +j +j +j +j +j
e integrative, or as less competitive, than they really are.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying t
+j +j +j +j +j +j +j +j +j +j +j +j +j
o prevent the other from achieving their objectives.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
18) Negotiations often begin with statements of opening positions.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
19) A concession occurs when one party refuses to accept a change in his or her position.
+j +j +j +j +j +j +j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
20) Concessions restrict the range of options within which a solution or an agreement will b
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
e reached.
+j
⊚ true + j
⊚ false + j
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma o
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
f honesty and the dilemma of trust.
+j +j +j +j +j +j
⊚ true + j
⊚ false + j
4
,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
+j +j +j +j +j +j +j +j +j +j
Chap 01: The Nature of Negotiation
+j +j +j +j +j
1) Negotiations occur for only one reason: to create something new that neither party could
+j +j +j +j +j +j +j +j +j +j +j +j +j
+j achieve alone. +j
⊚ true + j
⊚ false + j
2) Sometimes people fail to negotiate because they do not recognize that they are in
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
a negotiable situation.
+j +j
⊚ true + j
⊚ false + j
3) Good negotiators are made, not born.
+j +j +j +j +j
⊚ true + j
⊚ false + j
4) Negotiating parties rarely negotiate by choice.
+j +j +j +j +j
⊚ true + j
⊚ false + j
5) It is always a good time to negotiate, there are no conditions which make negotiation mor
+j +j +j +j +j +j +j +j +j +j +j +j +j +j +j
e favourable.
+j
⊚ true + j
⊚ false + j
6) Most individuals in Western culture do not negotiate enough.
+j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
7) Successful negotiation involves the management of tangibles (e.g., the price or the terms of
+j +j +j +j +j +j +j +j +j +j +j +j +j
+j an agreement) and also the resolution of intangibles.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
2
,8) Intangible factors are the underlying psychological motivations that may directly or
+j +j +j +j +j +j +j +j +j +j
indirectly influence the parties during a negotiation.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
9) Independent parties can meet their own needs without the help and assistance of others.
+j +j +j +j +j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
10) Dependent parties never rely on others for what they need.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
11) The mix of convergent and conflicting goals characterizes many interdependent
+j +j +j +j +j +j +j +j +j
relationships.
+j
⊚ true + j
⊚ false + j
12) The interdependence of people's goals, and the structure of the situation in which they ar
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
e going to negotiate, has little effect on the negotiation processes and outcomes.
+j +j +j +j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
13) The purpose of a distributive negotiation is to create value.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
14) Whether you should or should not agree on something in a negotiation depends entirely upo
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
n the attractiveness to you of the best available alternative.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
3
, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with th
+j +j +j +j +j +j +j +j +j +j +j +j +j
e other party again in the future is low.
+j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
16) Negotiator perceptions of situations tend to be biased toward seeing problems as mor
+j +j +j +j +j +j +j +j +j +j +j +j
e integrative, or as less competitive, than they really are.
+j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying t
+j +j +j +j +j +j +j +j +j +j +j +j +j
o prevent the other from achieving their objectives.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
18) Negotiations often begin with statements of opening positions.
+j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
19) A concession occurs when one party refuses to accept a change in his or her position.
+j +j +j +j +j +j +j +j +j +j +j +j +j +j +j
⊚ true + j
⊚ false + j
20) Concessions restrict the range of options within which a solution or an agreement will b
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
e reached.
+j
⊚ true + j
⊚ false + j
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma o
+j +j +j +j +j +j +j +j +j +j +j +j +j +j
f honesty and the dilemma of trust.
+j +j +j +j +j +j
⊚ true + j
⊚ false + j
4
