Test Bank for Essentials of Negotiation 4th Canadian Edition Lewick CORRECT ANSWERS ARE LOCATED IN THE 2ND HALF OF THIS DOC.

Test Bank for Essentials of Negotiation 4th Canadian Edition Lewicki

PRINTED PDF ] ORIGINAL DIRECTLY FROM THE PUBLISHER ] 100%
VERIFIED ANSWERS ] DOWNLOAD IMMEDIATELY AFTER THE ORDER




YNURSYTEST.8TORE




Complete Test bank, All Chapters are included.

More test bank3 elstb.netlify.app

,Essentials of Negotiation Edition 4 by Lewicki
CORRECT ANSWERS ARE LOCATED IN THE 2ND HALF OF THIS DOC.
TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
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

8) Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
⊚ true
⊚ false

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

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

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

22) Most actual negotiations are a combination of claiming and creating value processes.
⊚ true
⊚ false

23) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
⊚ true
⊚ false

24) Many of the most important factors that shape a negotiation result do not occur during the
negotiation, but occur after the parties have negotiated.
⊚ true
⊚ false

25) Negotiation situations have fundamentally the same characteristics.
⊚ true
⊚ false