FULL TEST BANK!!!
TEST BANK
Essentials Of Negotiation 4th Canadian Edition Author:Roy Lewicki All
Chapters[1-12] With Verified Questions And Answers ||Available In PDF||
Instant Download
1
,Chap 01: The Nature Of Negotiation
1) Negotiations Occur For Only One Reason: To Create Something New That Neither
Party Could Achieve Alone.
⊚ True
⊚ False
2) Sometimes People Fail To Negotiate Because They Do Not Recognize That They
Are In A Negotiable Situation.
⊚ True
⊚ False
3) Good Negotiators Are Made, Not Born.
⊚ True
⊚ False
4) Negotiating Parties Rarely Negotiate By Choice.
⊚ True
⊚ False
5) It Is Always A Good Time To Negotiate, There Are No Conditions Which Make
Negotiation More Favourable.
⊚ True
⊚ False
6) Most Individuals In Western Culture Do Not Negotiate Enough.
⊚ True
⊚ False
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
⊚ False
2
,8) Intangible Factors Are The Underlying Psychological Motivations That May
Directly Or Indirectly Influence The Parties During A Negotiation.
⊚ True
⊚ False
9) Independent Parties Can Meet Their Own Needs Without The Help And Assistance Of Others.
⊚ True
⊚ False
10) Dependent Parties Never Rely On Others For What They Need.
⊚ True
⊚ False
11) The Mix Of Convergent And Conflicting Goals Characterizes Many
Interdependent Relationships.
⊚ True
⊚ False
12) The Interdependence Of People's Goals, And The Structure Of The Situation In Which
They Are Going To Negotiate, Has Little Effect On The Negotiation Processes And
Outcomes.
⊚ True
⊚ False
13) The Purpose Of A Distributive Negotiation Is To Create Value.
⊚ True
⊚ False
14) Whether You Should Or Should Not Agree On Something In A Negotiation Depends
Entirely Upon The Attractiveness To You Of The Best Available Alternative.
⊚ True
⊚ False
3
, 15) Distributive Bargaining Is Most Appropriate When The Likelihood Of Having To Bargain
With The Other Party Again In The Future Is Low.
⊚ True
⊚ False
16) Negotiator Perceptions Of Situations Tend To Be Biased Toward Seeing Problems As
More Integrative, Or As Less Competitive, Than They Really Are.
⊚ True
⊚ False
17) Conflict Occurs When Two Interdependent Parties Have Conflicting Goals And Each Is
Trying To Prevent The Other From Achieving Their Objectives.
⊚ True
⊚ False
18) Negotiations Often Begin With Statements Of Opening Positions.
⊚ True
⊚ False
19) A Concession Occurs When One Party Refuses To Accept A Change In His Or Her Position.
⊚ True
⊚ False
20) Concessions Restrict The Range Of Options Within Which A Solution Or An Agreement
Will Be Reached.
⊚ True
⊚ False
21) Two Of The Dilemmas In Mutual Adjustment That All Negotiators Face Are The
Dilemma Of Honesty And The Dilemma Of Trust.
⊚ True
⊚ False
4
TEST BANK
Essentials Of Negotiation 4th Canadian Edition Author:Roy Lewicki All
Chapters[1-12] With Verified Questions And Answers ||Available In PDF||
Instant Download
1
,Chap 01: The Nature Of Negotiation
1) Negotiations Occur For Only One Reason: To Create Something New That Neither
Party Could Achieve Alone.
⊚ True
⊚ False
2) Sometimes People Fail To Negotiate Because They Do Not Recognize That They
Are In A Negotiable Situation.
⊚ True
⊚ False
3) Good Negotiators Are Made, Not Born.
⊚ True
⊚ False
4) Negotiating Parties Rarely Negotiate By Choice.
⊚ True
⊚ False
5) It Is Always A Good Time To Negotiate, There Are No Conditions Which Make
Negotiation More Favourable.
⊚ True
⊚ False
6) Most Individuals In Western Culture Do Not Negotiate Enough.
⊚ True
⊚ False
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
⊚ False
2
,8) Intangible Factors Are The Underlying Psychological Motivations That May
Directly Or Indirectly Influence The Parties During A Negotiation.
⊚ True
⊚ False
9) Independent Parties Can Meet Their Own Needs Without The Help And Assistance Of Others.
⊚ True
⊚ False
10) Dependent Parties Never Rely On Others For What They Need.
⊚ True
⊚ False
11) The Mix Of Convergent And Conflicting Goals Characterizes Many
Interdependent Relationships.
⊚ True
⊚ False
12) The Interdependence Of People's Goals, And The Structure Of The Situation In Which
They Are Going To Negotiate, Has Little Effect On The Negotiation Processes And
Outcomes.
⊚ True
⊚ False
13) The Purpose Of A Distributive Negotiation Is To Create Value.
⊚ True
⊚ False
14) Whether You Should Or Should Not Agree On Something In A Negotiation Depends
Entirely Upon The Attractiveness To You Of The Best Available Alternative.
⊚ True
⊚ False
3
, 15) Distributive Bargaining Is Most Appropriate When The Likelihood Of Having To Bargain
With The Other Party Again In The Future Is Low.
⊚ True
⊚ False
16) Negotiator Perceptions Of Situations Tend To Be Biased Toward Seeing Problems As
More Integrative, Or As Less Competitive, Than They Really Are.
⊚ True
⊚ False
17) Conflict Occurs When Two Interdependent Parties Have Conflicting Goals And Each Is
Trying To Prevent The Other From Achieving Their Objectives.
⊚ True
⊚ False
18) Negotiations Often Begin With Statements Of Opening Positions.
⊚ True
⊚ False
19) A Concession Occurs When One Party Refuses To Accept A Change In His Or Her Position.
⊚ True
⊚ False
20) Concessions Restrict The Range Of Options Within Which A Solution Or An Agreement
Will Be Reached.
⊚ True
⊚ False
21) Two Of The Dilemmas In Mutual Adjustment That All Negotiators Face Are The
Dilemma Of Honesty And The Dilemma Of Trust.
⊚ True
⊚ False
4
