,CHAPTER 1
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.
⊚ true
⊚ false
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
3) Negotiation situations have the same fundamental characteristics.
⊚ true
⊚ false
4) A creative negotiation that meets the objectives of all sides may not require compromise.
⊚ true
⊚ false
5) One characteristic common to all negotiation situations is that both parties negotiate by
choice, as negotiation is largely a voluntary process.
⊚ true
⊚ false
6) Examples of tangible factors in the negotiation process is the need to “win,” the need to
look “good,” and the need to appear “fair.”
⊚ true
⊚ false
Version 1 1
,7) When the goals of two or more people are interconnected so that only one can achieve the
goal—such as running a race in which there will be only one winner—this is a competitive
situation, also known as a non-zero-sum or distributive situation.
⊚ true
⊚ false
8) A zero-sum situation is a situation in which individuals are so linked together that there is
a positive correlation between their goal attainments.
⊚ true
⊚ false
9) When entering negotiation, a prepared negotiator will understand their own BATNA as
well as the other party’s BATNA.
⊚ true
⊚ false
10) In any industry in which repeat business is done with the same parties, there is always a
balance between pushing the limit on any particular negotiation and making sure the other
party—and your relationship with him—survives intact.
⊚ true
⊚ false
11) Remember that every possible interdependency has an alternative; negotiators can always
say “no” and walk away.
⊚ true
⊚ false
12) The effective negotiator needs to understand how people will adjust and readjust, and
how the negotiations might twist and turn, based on one’s own moves and the others’ responses.
Version 1 2
, ⊚ true
⊚ false
13) Concessions restrict the range of solution agreement options, but concessions broaden the
bargaining range of the negotiations.
⊚ true
⊚ false
14) Non-zero-sum situations are ones where many people can achieve their goals and
objectives.
⊚ true
⊚ false
15) When deciding how to use concessions, negotiators may face the dilemma of honesty –
how much they should believe what the other party tells them.
⊚ true
⊚ false
16) Differences in time preferences have the potential to create value in a negotiation.
⊚ true
⊚ false
17) When two negotiating parties are working toward the same goal and generally want the
same outcome, there is no chance for conflict.
⊚ true
⊚ false
18) Intragroup conflict occurs between groups.
⊚ true
⊚ false
Version 1 3
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.
⊚ true
⊚ false
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
3) Negotiation situations have the same fundamental characteristics.
⊚ true
⊚ false
4) A creative negotiation that meets the objectives of all sides may not require compromise.
⊚ true
⊚ false
5) One characteristic common to all negotiation situations is that both parties negotiate by
choice, as negotiation is largely a voluntary process.
⊚ true
⊚ false
6) Examples of tangible factors in the negotiation process is the need to “win,” the need to
look “good,” and the need to appear “fair.”
⊚ true
⊚ false
Version 1 1
,7) When the goals of two or more people are interconnected so that only one can achieve the
goal—such as running a race in which there will be only one winner—this is a competitive
situation, also known as a non-zero-sum or distributive situation.
⊚ true
⊚ false
8) A zero-sum situation is a situation in which individuals are so linked together that there is
a positive correlation between their goal attainments.
⊚ true
⊚ false
9) When entering negotiation, a prepared negotiator will understand their own BATNA as
well as the other party’s BATNA.
⊚ true
⊚ false
10) In any industry in which repeat business is done with the same parties, there is always a
balance between pushing the limit on any particular negotiation and making sure the other
party—and your relationship with him—survives intact.
⊚ true
⊚ false
11) Remember that every possible interdependency has an alternative; negotiators can always
say “no” and walk away.
⊚ true
⊚ false
12) The effective negotiator needs to understand how people will adjust and readjust, and
how the negotiations might twist and turn, based on one’s own moves and the others’ responses.
Version 1 2
, ⊚ true
⊚ false
13) Concessions restrict the range of solution agreement options, but concessions broaden the
bargaining range of the negotiations.
⊚ true
⊚ false
14) Non-zero-sum situations are ones where many people can achieve their goals and
objectives.
⊚ true
⊚ false
15) When deciding how to use concessions, negotiators may face the dilemma of honesty –
how much they should believe what the other party tells them.
⊚ true
⊚ false
16) Differences in time preferences have the potential to create value in a negotiation.
⊚ true
⊚ false
17) When two negotiating parties are working toward the same goal and generally want the
same outcome, there is no chance for conflict.
⊚ true
⊚ false
18) Intragroup conflict occurs between groups.
⊚ true
⊚ false
Version 1 3
