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