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

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,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p




Chap 01: The Nature of Negotiation
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1) Negotiations occur for only one reason: to create something new that neither party cou
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


ld achieve alone.
2p 2p



⊚ true 2 p



⊚ false 2 p




2) Sometimes people fail to negotiate because they do not recognize that they are i
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


n a negotiable situation.
2p 2p 2p



⊚ true 2 p


⊚ false 2 p




3) Good negotiators are made, not born.
2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




4) Negotiating parties rarely negotiate by choice.
2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




5) It is always a good time to negotiate, there are no conditions which make negotiation m
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


ore favourable.2p



⊚ true 2 p


⊚ false 2 p




6) Most individuals in Western culture do not negotiate enough.
2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




7) Successful negotiation involves the management of tangibles (e.g., the price or the terms
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


of an agreement) and also the resolution of intangibles.
2p 2p 2p 2p 2p 2p 2p 2p



⊚ true 2 p


⊚ false 2 p




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,8) Intangible factors are the underlying psychological motivations that may directly
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


or indirectly influence the parties during a negotiation.
2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




9) Independent parties can meet their own needs without the help and assistance of others.
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




10) Dependent parties never rely on others for what they need.
2p 2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p


⊚ false 2 p




11) The mix of convergent and conflicting goals characterizes many interdepende
2p 2p 2p 2p 2p 2p 2p 2p 2p


nt relationships.
2p


⊚ true 2 p



⊚ false 2 p




12) The interdependence of people's goals, and the structure of the situation in which they
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


are going to negotiate, has little effect on the negotiation processes and outcomes.
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p



⊚ true 2 p


⊚ false 2 p




13) The purpose of a distributive negotiation is to create value.
2p 2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




14) Whether you should or should not agree on something in a negotiation depends entirely up
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


on the attractiveness to you of the best available alternative.
2p 2p 2p 2p 2p 2p 2p 2p 2p



⊚ true 2 p


⊚ false 2 p




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, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with t
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


he other party again in the future is low.
2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




16) Negotiator perceptions of situations tend to be biased toward seeing problems as mo
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


re integrative, or as less competitive, than they really are.
2p 2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




17) Conflict occurs when two interdependent parties have conflicting goals and each is trying
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


to prevent the other from achieving their objectives.
2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




18) Negotiations often begin with statements of opening positions.
2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p


⊚ false 2 p




19) A concession occurs when one party refuses to accept a change in his or her position.
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




20) Concessions restrict the range of options within which a solution or an agreement will
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


be reached.
2p



⊚ true 2 p



⊚ false 2 p




21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma
2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p 2p


of honesty and the dilemma of trust.
2p 2p 2p 2p 2p 2p


⊚ true 2 p



⊚ false 2 p




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