Test Bank for Essentials of Negotiation, 4th Canadian Edition,
4e
By Lewicki, Saunders, Barry, Tasa
All Chapters (1-13) Q&A Verified With Rationales| A+ PASS
GUARANTEED
ISBN 9781260065879
~1~
, TABLE OF CONTENTS
Chapter 01 The Nature of Negotiation .......................................................................... 3
Chapter 02 Strategy and Tactics of Distributive Bargaining ....................................... 21
Chapter 03 Strategy and Tactics of Integrative Negotiation ....................................... 55
Chapter 04 Negotiation: Planning and Strategy .......................................................... 88
Chapter 05 Individual Differences: Know Yourself and Your Counterpart ............... 118
Chapter 06 Perception, Cognition, and Emotion ....................................................... 138
Chapter 07 Communication Process and Outcomes ................................................. 170
Chapter 08 Negotiation Power and Persuasion ........................................................ 192
Chapter 09 The Dynamics of Disputes and Third-Party Help ................................... 217
Chapter 10 Confronting the Dark Side: Deception and Ethical Dilemmas ................ 244
Chapter 11 Multiparty and Team Negotiations......................................................... 266
Chapter 12 Managing Difficult Negotiations ............................................................. 290
Chapter 13 Best Practices in Negotiations ................................................................ 313
~2~
,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
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
~3~
, 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
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
~4~
4e
By Lewicki, Saunders, Barry, Tasa
All Chapters (1-13) Q&A Verified With Rationales| A+ PASS
GUARANTEED
ISBN 9781260065879
~1~
, TABLE OF CONTENTS
Chapter 01 The Nature of Negotiation .......................................................................... 3
Chapter 02 Strategy and Tactics of Distributive Bargaining ....................................... 21
Chapter 03 Strategy and Tactics of Integrative Negotiation ....................................... 55
Chapter 04 Negotiation: Planning and Strategy .......................................................... 88
Chapter 05 Individual Differences: Know Yourself and Your Counterpart ............... 118
Chapter 06 Perception, Cognition, and Emotion ....................................................... 138
Chapter 07 Communication Process and Outcomes ................................................. 170
Chapter 08 Negotiation Power and Persuasion ........................................................ 192
Chapter 09 The Dynamics of Disputes and Third-Party Help ................................... 217
Chapter 10 Confronting the Dark Side: Deception and Ethical Dilemmas ................ 244
Chapter 11 Multiparty and Team Negotiations......................................................... 266
Chapter 12 Managing Difficult Negotiations ............................................................. 290
Chapter 13 Best Practices in Negotiations ................................................................ 313
~2~
,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
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
~3~
, 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
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
~4~
