Test Bank for Essentials of Negotiation, 4th Canadian Edition by Roy J. Lewicki | Chapters 1–12 | Questions & Answers | PDF Study Guide

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,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy
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Lewicki
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Chap 01: The Nature of Negotiation
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1) Negotiations occur for only one reason: to create something new that neither party
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could achieve alone.
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⊚ true x v



⊚ false x v




2) Sometimes people fail to negotiate because they do not recognize that they are
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in a negotiable situation.
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⊚ true x v



⊚ false x v




3) Good negotiators are made, not born.
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⊚ false x v




4) Negotiating parties rarely negotiate by choice.xv xv xv xv xv


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⊚ false x v




5) It is always a good time to negotiate, there are no conditions which make negotiation
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xv more favourable. xv



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6) Most individuals in Western culture do not negotiate enough.
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7) Successful negotiation involves the management of tangibles (e.g., the price or the
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terms of an agreement) and also the resolution of intangibles.
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⊚ true x v



⊚ false x v




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,8) Intangible factors are the underlying psychological motivations that may
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directly or indirectly influence the parties during a negotiation.
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⊚ true x v



⊚ false x v




9) Independent parties can meet their own needs without the help and assistance of others.
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10) Dependent parties never rely on others for what they need.
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11) The mix of convergent and conflicting goals characterizes many
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interdependent relationships.
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⊚ false x v




12) The interdependence of people's goals, and the structure of the situation in which
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xv they are going to negotiate, has little effect on the negotiation processes and
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xv outcomes.
⊚ true x v


⊚ falsex v




13) The purpose of a distributive negotiation is to create value.
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⊚ true x v



⊚ false x v




14) Whether you should or should not agree on something in a negotiation depends entirely
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upon the attractiveness to you of the best available alternative.
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⊚ true x v


⊚ false x v




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, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with
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the other party again in the future is low.
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⊚ true x v



⊚ false x v




16) Negotiator perceptions of situations tend to be biased toward seeing problems as
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more integrative, or as less competitive, than they really are.
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⊚ true x v



⊚ false x v




17) Conflict occurs when two interdependent parties have conflicting goals and each is
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trying to prevent the other from achieving their objectives.
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⊚ true x v



⊚ false x v




18) Negotiations often begin with statements of opening positions.
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⊚ true x v


⊚ false x v




19) A concession occurs when one party refuses to accept a change in his or her position.
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⊚ true x v



⊚ false x v




20) Concessions restrict the range of options within which a solution or an agreement
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will be reached.
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⊚ true x v



⊚ false x v




21) Two of the dilemmas in mutual adjustment that all negotiators face are the
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dilemma of honesty and the dilemma of trust.
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⊚ true x v



⊚ false x v




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