Test Bank for Negotiation, 9th Edition by Roy Lewicki.pdf

TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
n n n n n n n n n n




Chap 01: The Nature of Negotiation
n n n n n



1) Negotiationsn occurn forn onlyn onenreason:n toncreatensomethingn new nthat nneithernpartyncouldna
chieven alone.
⊚n true
⊚n false



2) Sometimesn peoplen failn ton negotiaten becausen theyndon notnrecognizen that ntheynaren innann
egotiablen situation.
⊚n true
⊚n false



3) Good n negotiatorsn aren made,n not n born.
⊚n true
⊚n false



4) Negotiatingn partiesn rarelyn negotiaten byn choice.
⊚n true
⊚n false



5) It n isn alwaysn an goodntimen tonnegotiate,ntheren arennon conditionsn whichn maken negotiationn moren f
avourable.
⊚n true
⊚n false



6) Most n individualsn inn Westernn culturen don not n negotiaten enough.
⊚n true
⊚n false



7) Successfuln negotiationn involvesn then management n of ntangiblesn (e.g.,n thenpricen ornthentermsn ofna
nn agreement)n and n alson then resolutionn of n intangibles.
⊚n true
⊚n false




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,8) Intangiblen factorsn aren thenunderlyingn psychologicaln motivationsn that n mayndirectlynorn i
ndirectlyn influencen then partiesn duringn an negotiation.
⊚n true
⊚n false



9) Independentn partiesn cann meet n theirn ownn needsn without n then helpn and n assistancen of n others.
⊚n true
⊚n false



10) Dependent n partiesn nevern relyn onn othersn forn what n theyn need.
⊚n true
⊚n false



11) Then mixn of n convergent n and nconflictingn goalsn characterizesn manyninterdependentnr
elationships.
⊚n true
⊚n false



12) Then interdependencen of npeople'sn goals,n and nthenstructurenof nthen situationn inn whichn theynareng
oingn ton negotiate,n hasn littlen effect n onn then negotiationn processesn and n outcomes.
⊚n true
⊚n false



13) Then purposen of n an distributiven negotiationn isn ton createn value.
⊚n true
⊚n false



14) Whethern youn should n orn shouldn notnagreen onnsomethingn innannegotiationn dependsn entirelynuponn t
hen attractivenessn ton youn of n then best n availablen alternative.
⊚n true
⊚n false




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,15) Distributiven bargainingn isn most n appropriaten whenn then likelihood n ofnhavingn tonbargainn withntheno
thern partyn againn inn then futuren isn low.
⊚n true
⊚n false



16) Negotiatorn perceptionsn of n situationsn tendntonbenbiased ntoward nseeingn problemsn asn moren i
ntegrative,n orn asn lessn competitive,n thann theyn reallyn are.
⊚n true
⊚n false



17) Conflict n occursn whenn twoninterdependent npartiesn havenconflictingn goalsn and neachnisn tryingn tonp
revent n then othern fromn achievingn theirn objectives.
⊚n true
⊚n false



18) Negotiationsn oftenn beginn withn statementsn of n openingn positions.
⊚n true
⊚n false



19) A n concessionn occursn whenn onen partyn refusesn ton accept n an changen inn hisn orn hern position.
⊚n true
⊚n false



20) Concessionsn restrict n then rangen of n optionsn withinn whichn ansolutionn ornann agreement n willn ben r
eached.
⊚n true
⊚n false



21) Twon of n then dilemmasn inn mutualn adjustment nthatn alln negotiatorsn facen arenthendilemman of nh
onestyn and n then dilemman of n trust.
⊚n true
⊚n false




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, 22) Most n actualn negotiationsn aren an combinationn of n claimingn and n creatingn valuen processes.
⊚n true
⊚n false



23) Negotiationn isn an processn reserved n onlynfornthenskilled n diplomat,n topnsalesperson,n orn ardentna
dvocaten forn ann organized n lobby.
⊚n true
⊚n false



24) Manyn of n thenmost n important nfactorsn that nshapen annegotiationn result n donnot noccurnduringn thenn
egotiation,n but n occurn aftern then partiesn haven negotiated.
⊚n true
⊚n false



25) Negotiationn situationsn haven fundamentallyn then samen characteristics.
⊚n true
⊚n false



26) A n creativen negotiationn that n meetsn then objectivesn of n alln sidesn mayn not n requiren compromise.
⊚n true
⊚n false



27) Onen of n thencommonn characteristicsn of nnegotiationn isn that nthen partiesn prefern tonnegotiatenandn s
earchn forn agreement n rathern thann ton fight n openly.
⊚n true
⊚n false



28) It n isn possiblen ton ignoren intangibles,n becausen theynaffect nournjudgment naboutn what nisn fair,n ornri
ght,n orn appropriaten inn then resolutionn of n then tangibles.
⊚n true
⊚n false




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