Test Bank for Essentials of Negotiation, 7th Edition | Roy Lewicki, Bruce Barry, David Saunders

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TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry and David Saunders
ISBN13: 9781260399455 A+
Essentials of Negotiation 7th Edition by Lewicki CH01
ANSWERS ARE LOCATED IN THE SECOND PART OF THIS DOCUMENT
TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
1) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
1)
⊚ true
⊚ false


Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : The Nature of Negotiation
Accessibility : Keyboard Navigation




2) 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


Question Details



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Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : A Few Words about Our Style and Approach
Accessibility : Keyboard Navigation




3) Negotiation situations have the same fundamental characteristics.




⊚ true
⊚ false


Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation


4) A creative negotiation that meets the objectives of all sides may not require compromise.
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Essentials of Negotiation 7th Edition by Lewicki CH01 4)
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⊚ true
⊚ false


Question Details q




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
q q q q q q q q q q q q q q




q Topic : Characteristics of a Negotiation Situation
q q q q q q




Accessibility : Keyboard Navigation
q q q




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5) One characteristic common to all negotiation situations is that both parties negotiate by
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q choice, as negotiation is largely a voluntary process.
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5)
⊚ true
⊚ false


Question Details q




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
q q q q q q q q q q q q q q




q Topic : Characteristics of a Negotiation Situation
q q q q q q




Accessibility : Keyboard Navigation q q q




6) Examples of tangible factors in the negotiation process is the need to ―win,‖ the need to
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q look ―good,‖ and the need to appear ―fair.‖
q q q q q q q




6)
⊚ true
⊚ false


Question Details q




Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
q q q q q q q q q q q q q q




q Topic : Characteristics of a Negotiation Situation
q q q q q q




Accessibility : Keyboard Navigation q q q




7) When the goals of two or more people are interconnected so that only one can achieve the
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q goal—such as running a race in which there will be only one winner—this is a competitive
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q situation, also known as a non-zero-sum or distributive situation.
q q q q q q q q




7)




Essentials of Negotiation 7th Edition by Lewicki CH01
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⊚ true
⊚ false


Question Details q




Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
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q inte Topic : Types of Interdependence Affect Outcomes
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Accessibility : Keyboard Navigation q q q




8) A zero-sum situation is a situation in which individuals are so linked together that there is a
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q positive correlation between their goal attainments.
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8)
⊚ true
⊚ false


Question Details q




Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
q q q q q q q q q q q q q




q inte Topic : Types of Interdependence Affect Outcomes
q q q q q q q




Accessibility : Keyboard Navigation q q q




9) When entering negotiation, a prepared negotiator will understand their own BATNA as
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q well as the other party’s BATNA.
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9)
⊚ true
⊚ false


Question Details q




Learning Objective : 01-02: Explore how people use negotiation to manage different situations of
q q q q q q q q q q q q q




q inte Topic : Alternatives Shape Interdependence
q q q q q




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