TEST BANK for Essentials Of Negotiation 4th Canadian Edition by Lewicki, Tasa, Barry, Saunders | All 13 Chapters

, Chapter 01
The Nature of Negotiation




True / False Questions


1. Negotiations occur for only one reason: to create something new that neither party could
achieve alone.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator



2. Sometimes people fail to negotiate because they do not recognize that they are in a
negotiable situation.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator



3. Good negotiators are made, not born.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator




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,Chapter 01 - The Nature of Negotiation




4. Negotiating parties rarely negotiate by choice.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



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


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



6. Most individuals in Western culture do not negotiate enough.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



7. Successful negotiation involves the management of tangibles (e.g., the price or the terms of
an agreement) and also the resolution of intangibles.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation




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, Chapter 01 - The Nature of Negotiation




8. Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation



9. Independent parties can meet their own needs without the help and assistance of others.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence



10. Dependent parties never rely on others for what they need.
FALSE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence



11. The mix of convergent and conflicting goals characterizes many interdependent
relationships.
TRUE


Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence




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