Test Bank For Essentials of Negotiation 4th Canadian Edition By Roy J. Lewicki, Kevin Tasa, Bruce Ba isbn-978-1260065879 All Chapters Latest Verified Edition

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,TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
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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 co
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uld achieve alone.
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2) Sometimes people fail to negotiate because they do not recognize that they are i
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n a negotiable situation.
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3) Good negotiators are made, not born.
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4) Negotiating parties rarely negotiate by choice.
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5) It is always a good time to negotiate, there are no conditions which make negotiation m
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ore favourable.
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6) Most individuals in Western culture do not negotiate enough.
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7) Successful negotiation involves the management of tangibles (e.g., the price or the terms
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@of an agreement) and also the resolution of intangibles.
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,8) Intangible factors are the underlying psychological motivations that may directly
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or indirectly influence the parties during a negotiation.
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9) Independent parties can meet their own needs without the help and assistance of others.
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10) Dependent parties never rely on others for what they need.
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11) The mix of convergent and conflicting goals characterizes many interdepende
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nt relationships.
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12) The interdependence of people's goals, and the structure of the situation in which they
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are going to negotiate, has little effect on the negotiation processes and outcomes.
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13) The purpose of a distributive negotiation is to create value.
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14) Whether you should or should not agree on something in a negotiation depends entirely u
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pon the attractiveness to you of the best available alternative.
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, 15) Distributive bargaining is most appropriate when the likelihood of having to bargain with
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the other party again in the future is low.
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16) Negotiator perceptions of situations tend to be biased toward seeing problems as m
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ore integrative, or as less competitive, than they really are.
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17) Conflict occurs when two interdependent parties have conflicting goals and each is trying
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x@ to prevent the other from achieving their objectives.
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18) Negotiations often begin with statements of opening positions.
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19) A concession occurs when one party refuses to accept a change in his or her position.
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20) Concessions restrict the range of options within which a solution or an agreement will
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@be reached.
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21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma
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x@ of honesty and the dilemma of trust.
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