Test Bank For Essentials of Negotiation 4th Canadian Edition By Roy J. Lewicki, Kevin Tasa, Bruce Ba isbn-978-1260065879 All Chapters Latest Verified Edition

,ACCESS Test Bank for Essentials of Negotiation 4th Canadian Edition
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Lewicki i



Essentials of Negotiation Edition 4 by Lewicki
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CORRECT ANSWERS ARE LOCATED IN THE 2ND HALF OF THIS DOC.
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TRUE/FALSE i- iWrite i'T' iif ithe istatement iis itrue iand i'F' iif ithe istatement iis ifalse.
1) Negotiations ioccur ifor ionly ione ireason: ito icreate isomething inew ithat ineither iparty
icould iachieve ialone.


⊚ i true
⊚ i false

2) Sometimes ipeople ifail ito inegotiate ibecause ithey ido inot irecognize ithat ithey iare iin
a inegotiable isituation.
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⊚ i true
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3) Good inegotiators iare imade, inot iborn.
⊚ i true
⊚ i false

4) Negotiating iparties irarely inegotiate iby ichoice.
⊚ i true
⊚ i false

5) It iis ialways ia igood itime ito inegotiate, ithere iare ino iconditions iwhich imake inegotiation
more ifavourable.
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⊚ i true
⊚ i false

6) Most iindividuals iin iWestern iculture ido inot inegotiate ienough.
⊚ i true
⊚ i false

7) Successful inegotiation iinvolves ithe imanagement iof itangibles i(e.g., ithe iprice ior ithe iterms
of ian iagreement) iand ialso ithe iresolution iof iintangibles.
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⊚ i true
⊚ i false

8) Intangible ifactors iare ithe iunderlying ipsychological imotivations ithat imay idirectly
or iindirectly iinfluence ithe iparties iduring ia inegotiation.
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⊚ i true
⊚ i false




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,ACCESS Test Bank for Essentials of Negotiation 4th Canadian Edition
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Lewicki i



Essentials of Negotiation Edition 4 by Lewicki
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9) Independent iparties ican imeet itheir iown ineeds iwithout ithe ihelp iand iassistance iof iothers.
⊚ i true
⊚ i false

10) Dependent iparties inever irely ion iothers ifor iwhat ithey ineed.
⊚ i true
⊚ i false

11) The imix iof iconvergent iand iconflicting igoals icharacterizes imany
interdependent irelationships.
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⊚ i true
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12) The iinterdependence iof ipeople's igoals, iand ithe istructure iof ithe isituation iin iwhich ithey
are igoing ito inegotiate, ihas ilittle ieffect ion ithe inegotiation iprocesses iand ioutcomes.
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13) The ipurpose iof ia idistributive inegotiation iis ito icreate ivalue.
⊚ i true
⊚ i false

14) Whether iyou ishould ior ishould inot iagree ion isomething iin ia inegotiation idepends ientirely
upon ithe iattractiveness ito iyou iof ithe ibest iavailable ialternative.
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⊚ i true
⊚ i false

15) Distributive ibargaining iis imost iappropriate iwhen ithe ilikelihood iof ihaving ito ibargain iwith
the iother iparty iagain iin ithe ifuture iis ilow.
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⊚ i true
⊚ i false

16) Negotiator iperceptions iof isituations itend ito ibe ibiased itoward iseeing iproblems ias
more iintegrative, ior ias iless icompetitive, ithan ithey ireally iare.
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, ACCESS Test Bank for Essentials of Negotiation 4th Canadian Edition
i i i i i i i i i

Lewicki i



Essentials of Negotiation Edition 4 by Lewicki
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17) Conflict ioccurs iwhen itwo iinterdependent iparties ihave iconflicting igoals iand ieach iis itrying
to iprevent ithe iother ifrom iachieving itheir iobjectives.
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⊚ i true
⊚ i false

18) Negotiations ioften ibegin iwith istatements iof iopening ipositions.
⊚ i true
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19) A iconcession ioccurs iwhen ione iparty irefuses ito iaccept ia ichange iin ihis ior iher iposition.
⊚ i true
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20) Concessions irestrict ithe irange iof ioptions iwithin iwhich ia isolution ior ian iagreement iwill
be ireached.
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21) Two iof ithe idilemmas iin imutual iadjustment ithat iall inegotiators iface iare ithe idilemma
of ihonesty iand ithe idilemma iof itrust.
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⊚ i true
⊚ i false

22) Most iactual inegotiations iare ia icombination iof iclaiming iand icreating ivalue iprocesses.
⊚ i true
⊚ i false

23) Negotiation iis ia iprocess ireserved ionly ifor ithe iskilled idiplomat, itop isalesperson, ior
ardent iadvocate ifor ian iorganized ilobby.
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⊚ i true
⊚ i false

24) Many iof ithe imost iimportant ifactors ithat ishape ia inegotiation iresult ido inot ioccur iduring
the inegotiation, ibut ioccur iafter ithe iparties ihave inegotiated.
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⊚ i true
⊚ i false

25) Negotiation isituations ihave ifundamentally ithe isame icharacteristics.
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⊚ i false




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