TEST BANK Essentials Of Negotiation 4th Canadian Edition Author:Roy Lewicki All Chapters[1-12] With Verified Questions And Answers ||Available In PDF|| Instant Download

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,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewic
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Chap 01: The Nature of Negotiation
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1) Negotiations occur for only one reason: to create something new that neither party
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could achieve alone.m2 m2



⊚ true m 2


⊚ false m 2




2) Sometimes people fail to negotiate because they do not recognize that they ar
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e in a negotiable situation.
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⊚ true m 2



⊚ false m 2




3) Good negotiators are made, not born.
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⊚ true m 2



⊚ false m 2




4) Negotiating parties rarely negotiate by choice.
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⊚ true m 2



⊚ false m 2




5) It is always a good time to negotiate, there are no conditions which make negotiation
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more favourable.
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⊚ true m 2


⊚ false m 2




6) Most individuals in Western culture do not negotiate enough.
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⊚ true m 2



⊚ false m 2




7) Successful negotiation involves the management of tangibles (e.g., the price or the ter
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ms of an agreement) and also the resolution of intangibles.
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⊚ true m 2


⊚ false m 2




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,8) Intangible factors are the underlying psychological motivations that may directl
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y or indirectly influence the parties during a negotiation.
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⊚ true m 2



⊚ false m 2




9) Independent parties can meet their own needs without the help and assistance of others.
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⊚ true m 2



⊚ false m 2




10) Dependent parties never rely on others for what they need.
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⊚ true m 2


⊚ false m 2




11) The mix of convergent and conflicting goals characterizes many interdepen
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dent relationships.
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⊚ true m 2



⊚ false m 2




12) The interdependence of people's goals, and the structure of the situation in which the
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y are going to negotiate, has little effect on the negotiation processes and outcomes.
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⊚ true m 2


⊚ false m 2




13) The purpose of a distributive negotiation is to create value.
m2 m2 m2 m2 m2 m2 m2 m2 m2


⊚ true m 2



⊚ false m 2




14) Whether you should or should not agree on something in a negotiation depends entirely
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2upon the attractiveness to you of the best available alternative.
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⊚ true m 2


⊚ false m 2




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, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain wit
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h the other party again in the future is low.
m2 m2 m2 m2 m2 m2 m2 m2 m2


⊚ true m 2



⊚ false m 2




16) Negotiator perceptions of situations tend to be biased toward seeing problems as
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more integrative, or as less competitive, than they really are.
m2 m2 m2 m2 m2 m2 m2 m2 m2


⊚ true m 2



⊚ false m 2




17) Conflict occurs when two interdependent parties have conflicting goals and each is tryi
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ng to prevent the other from achieving their objectives.
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⊚ true m 2



⊚ false m 2




18) Negotiations often begin with statements of opening positions.
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⊚ true m 2


⊚ false m 2




19) A concession occurs when one party refuses to accept a change in his or her position.
m2 m2 m2 m2 m2 m2 m2 m2 m2 m2 m2 m2 m2 m2 m2


⊚ true m 2



⊚ false m 2




20) Concessions restrict the range of options within which a solution or an agreement w
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ill be reached.
m2 m2



⊚ true m 2



⊚ false m 2




21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilem
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ma of honesty and the dilemma of trust.
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⊚ true m 2



⊚ false m 2




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