NEGOTIATION
9th EDITION
CHAPTER 1: THE NATURE OF NEGOTIATION
True/ 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) When both negotiating parties make adjustments and move toward the “middle” of
their opposing positions, they are compromising.
⊚ 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
7) A distributive situation is a mutual-gains situation, also known as a non-zero-sum
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.
⊚ 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
, 19) Negotiation is a strategy for productively managing conflict.
⊚ true
⊚ false
20) The dual concerns model has two dimensions: the vertical dimension is often
referred to as the cooperativeness dimension, and the horizontal dimension as the
assertiveness dimension.
⊚ true
⊚ false
Answer Key for True/ False
1) FALSE
2) FALSE
3) TRUE
4) TRUE
5) TRUE
6) FALSE
7) FALSE
8) FALSE
9) TRUE
10) TRUE
11) TRUE
12) TRUE
13) FALSE
14) TRUE
15) FALSE
16) TRUE
17) FALSE
18) FALSE
19) TRUE
20) TRUE
9th EDITION
CHAPTER 1: THE NATURE OF NEGOTIATION
True/ 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) When both negotiating parties make adjustments and move toward the “middle” of
their opposing positions, they are compromising.
⊚ 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
7) A distributive situation is a mutual-gains situation, also known as a non-zero-sum
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.
⊚ 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
, 19) Negotiation is a strategy for productively managing conflict.
⊚ true
⊚ false
20) The dual concerns model has two dimensions: the vertical dimension is often
referred to as the cooperativeness dimension, and the horizontal dimension as the
assertiveness dimension.
⊚ true
⊚ false
Answer Key for True/ False
1) FALSE
2) FALSE
3) TRUE
4) TRUE
5) TRUE
6) FALSE
7) FALSE
8) FALSE
9) TRUE
10) TRUE
11) TRUE
12) TRUE
13) FALSE
14) TRUE
15) FALSE
16) TRUE
17) FALSE
18) FALSE
19) TRUE
20) TRUE
