1
,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
ss ss ss ss ss ss ss ss ss ss
Chap 01: The Nature of Negotiation
ss ss ss ss ss
1) Negotiations occur for only one reason: to create something new that neither party could
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss achieve alone. ss
⊚ true s s
⊚ false s s
2) Sometimes people fail to negotiate because they do not recognize that they are in a
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss negotiable situation. ss
⊚ true s s
⊚ false s s
3) Good negotiators are made, not born.
ss ss ss ss ss
⊚ true s s
⊚ false s s
4) Negotiating parties rarely negotiate by choice. ss ss ss ss ss
⊚ true s s
⊚ false s s
5) It is always a good time to negotiate, there are no conditions which make negotiation more
ss ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss favourable.
⊚ true s s
⊚ false s s
6) Most individuals in Western culture do not negotiate enough.
ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
7) Successful negotiation involves the management of tangibles (e.g., the price or the terms of
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss an agreement) and also the resolution of intangibles.
ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
2
,8) Intangible factors are the underlying psychological motivations that may directly or
ss ss ss ss ss ss ss ss ss ss
ss indirectly influence the parties during a negotiation.
ss ss ss ss ss ss
⊚ true s s
⊚ false s s
9) Independent parties can meet their own needs without the help and assistance of others.
ss ss ss ss ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
10) Dependent parties never rely on others for what they need.
ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
11) The mix of convergent and conflicting goals characterizes many interdependent
ss ss ss ss ss ss ss ss ss
ss relationships.
⊚ true s s
⊚ false s s
12) The interdependence of people's goals, and the structure of the situation in which they are
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss going to negotiate, has little effect on the negotiation processes and outcomes.
ss ss ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
13) The purpose of a distributive negotiation is to create value.
ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
14) Whether you should or should not agree on something in a negotiation depends entirely upon
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss the attractiveness to you of the best available alternative.
ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
3
, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with the
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss other party again in the future is low.
ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
16) Negotiator perceptions of situations tend to be biased toward seeing problems as more
ss ss ss ss ss ss ss ss ss ss ss ss
ss integrative, or as less competitive, than they really are.
ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying to
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss prevent the other from achieving their objectives.
ss ss ss ss ss ss
⊚ true s s
⊚ false s s
18) Negotiations often begin with statements of opening positions.
ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
19) A concession occurs when one party refuses to accept a change in his or her position.
ss ss ss ss ss ss ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
20) Concessions restrict the range of options within which a solution or an agreement will be
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss reached.
⊚ s s true
⊚ s s false
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss honesty and the dilemma of trust.
ss ss ss ss ss
⊚ true s s
⊚ false s s
4
,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
ss ss ss ss ss ss ss ss ss ss
Chap 01: The Nature of Negotiation
ss ss ss ss ss
1) Negotiations occur for only one reason: to create something new that neither party could
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss achieve alone. ss
⊚ true s s
⊚ false s s
2) Sometimes people fail to negotiate because they do not recognize that they are in a
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss negotiable situation. ss
⊚ true s s
⊚ false s s
3) Good negotiators are made, not born.
ss ss ss ss ss
⊚ true s s
⊚ false s s
4) Negotiating parties rarely negotiate by choice. ss ss ss ss ss
⊚ true s s
⊚ false s s
5) It is always a good time to negotiate, there are no conditions which make negotiation more
ss ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss favourable.
⊚ true s s
⊚ false s s
6) Most individuals in Western culture do not negotiate enough.
ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
7) Successful negotiation involves the management of tangibles (e.g., the price or the terms of
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss an agreement) and also the resolution of intangibles.
ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
2
,8) Intangible factors are the underlying psychological motivations that may directly or
ss ss ss ss ss ss ss ss ss ss
ss indirectly influence the parties during a negotiation.
ss ss ss ss ss ss
⊚ true s s
⊚ false s s
9) Independent parties can meet their own needs without the help and assistance of others.
ss ss ss ss ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
10) Dependent parties never rely on others for what they need.
ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
11) The mix of convergent and conflicting goals characterizes many interdependent
ss ss ss ss ss ss ss ss ss
ss relationships.
⊚ true s s
⊚ false s s
12) The interdependence of people's goals, and the structure of the situation in which they are
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss going to negotiate, has little effect on the negotiation processes and outcomes.
ss ss ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
13) The purpose of a distributive negotiation is to create value.
ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
14) Whether you should or should not agree on something in a negotiation depends entirely upon
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss the attractiveness to you of the best available alternative.
ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
3
, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with the
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss other party again in the future is low.
ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
16) Negotiator perceptions of situations tend to be biased toward seeing problems as more
ss ss ss ss ss ss ss ss ss ss ss ss
ss integrative, or as less competitive, than they really are.
ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying to
ss ss ss ss ss ss ss ss ss ss ss ss ss
ss prevent the other from achieving their objectives.
ss ss ss ss ss ss
⊚ true s s
⊚ false s s
18) Negotiations often begin with statements of opening positions.
ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
19) A concession occurs when one party refuses to accept a change in his or her position.
ss ss ss ss ss ss ss ss ss ss ss ss ss ss ss
⊚ true s s
⊚ false s s
20) Concessions restrict the range of options within which a solution or an agreement will be
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss reached.
⊚ s s true
⊚ s s false
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
ss ss ss ss ss ss ss ss ss ss ss ss ss ss
ss honesty and the dilemma of trust.
ss ss ss ss ss
⊚ true s s
⊚ false s s
4
