EssentialsofNegotiation,4th
CanadianEdition,4eLewicki,
nn
Saunders,Barry,Tasa(TestBank)
nn
writtenbysmartscorers n
Didyouknowasellerearn
n n n n n
anaverageof$250permonthselling their
n n n n n nn
studynotes
n n
onDocmerit
n
ScantheQR-codeandlearnhowyoucanalsoturnyourclassnotes,
n n n n n n n n n n n
study guidesintorealcashtoday.
nn nn n n n
Docmerit.com-TheBestStudyNotes n n n n n
Uploaded by: tutorsection on Docmerit. Distribution of this document is illegal
nn nn nn nn nn nn nn nn nn nn
,(EssentialsofNegotiation,4thCanadianEdition,4eLewicki,Saunders,Barry,Tasa)
n n n n n n n n n n
(Test Bank all Chapters)
nn nn nn nn
Chapter01
TheNatureofNegotiation
nn n n
True/ FalseQuestions nn nn
1. Negotiationsoccurforonlyonereason:tocreatesomething newthatneitherpartycould n b
n achievealone.
n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn
2. Sometimespeoplefailtonegotiatebecausethey do notrecognizethat theyarein a b nn
n negotiablesituation.
n n
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn
3. Goodnegotiatorsaremade,notborn.n n n
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn
1-1
,Chapter01 -TheNatureofNegotiation
n nn n n n n
4. Negotiatingpartiesrarelynegotiatebychoice. n n n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Definenegotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn nn nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
5. Itisalwaysagoodtimetonegotiate,therearenoconditionswhichmakenegotiationmore
n n
n favourable.
n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
6. Mostindividualsin Western culturedonotnegotiateenough. nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty: Hard
n n nn
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand thedistinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn n nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
7. Successfulnegotiationinvolvesthemanagementoftangibles(e.g.,thepriceorthetermsofan n n
n agreement) and also the resolution ofintangibles.
n nn nn nn nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
1-2
, Chapter01 -TheNatureofNegotiation
n nn n n n n
8. Intangiblefactorsaretheunderlyingpsychologicalmotivationsthat maydirectlyor b n n
n indirectly influence the parties during a negotiation.
n nn nn nn nn nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
9. Independent parties canmeet their own needs withoutthe help andassistanceof others.
nn nn n nn b nn nn nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn
n Topic: 01-03 Managing Interdependence
n n n nn nn
10. Dependentpartiesneverrelyonothersforwhattheyneed. n n n n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn
n Topic: 01-03 Managing Interdependence
n n n nn nn
11. Themixofconvergentandconflictinggoalscharacterizesmanyinterdependent
n relationships.
n
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn
n Topic: 01-03 Managing Interdependence
n n n nn nn
1-3
CanadianEdition,4eLewicki,
nn
Saunders,Barry,Tasa(TestBank)
nn
writtenbysmartscorers n
Didyouknowasellerearn
n n n n n
anaverageof$250permonthselling their
n n n n n nn
studynotes
n n
onDocmerit
n
ScantheQR-codeandlearnhowyoucanalsoturnyourclassnotes,
n n n n n n n n n n n
study guidesintorealcashtoday.
nn nn n n n
Docmerit.com-TheBestStudyNotes n n n n n
Uploaded by: tutorsection on Docmerit. Distribution of this document is illegal
nn nn nn nn nn nn nn nn nn nn
,(EssentialsofNegotiation,4thCanadianEdition,4eLewicki,Saunders,Barry,Tasa)
n n n n n n n n n n
(Test Bank all Chapters)
nn nn nn nn
Chapter01
TheNatureofNegotiation
nn n n
True/ FalseQuestions nn nn
1. Negotiationsoccurforonlyonereason:tocreatesomething newthatneitherpartycould n b
n achievealone.
n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn
2. Sometimespeoplefailtonegotiatebecausethey do notrecognizethat theyarein a b nn
n negotiablesituation.
n n
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn
3. Goodnegotiatorsaremade,notborn.n n n
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-01 Becoming a Better Negotiator
n n nn nn nn nn
1-1
,Chapter01 -TheNatureofNegotiation
n nn n n n n
4. Negotiatingpartiesrarelynegotiatebychoice. n n n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Definenegotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn nn nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
5. Itisalwaysagoodtimetonegotiate,therearenoconditionswhichmakenegotiationmore
n n
n favourable.
n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
6. Mostindividualsin Western culturedonotnegotiateenough. nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty: Hard
n n nn
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand thedistinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn n nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
7. Successfulnegotiationinvolvesthemanagementoftangibles(e.g.,thepriceorthetermsofan n n
n agreement) and also the resolution ofintangibles.
n nn nn nn nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
1-2
, Chapter01 -TheNatureofNegotiation
n nn n n n n
8. Intangiblefactorsaretheunderlyingpsychologicalmotivationsthat maydirectlyor b n n
n indirectly influence the parties during a negotiation.
n nn nn nn nn nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty:Medium
n n n
Learning Objective:01-01 Define negotiation and explain thekey elementsof a negotiation processand the distinct types of negotiation.
nn n nn n nn nn nn n nn n nn nn nn nn nn nn nn nn n n Topic:
01-02 Characteristics of a Negotiation Situation
n n nn nn nn nn nn
9. Independent parties canmeet their own needs withoutthe help andassistanceof others.
nn nn n nn b nn nn nn nn
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn
n Topic: 01-03 Managing Interdependence
n n n nn nn
10. Dependentpartiesneverrelyonothersforwhattheyneed. n n n n
FALSE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn
n Topic: 01-03 Managing Interdependence
n n n nn nn
11. Themixofconvergentandconflictinggoalscharacterizesmanyinterdependent
n relationships.
n
TRUE
Accessibility:KeyboardNavigation
Difficulty:Easy
n n n
Learning Objective: 01-02 Describe howpeopleusenegotiationtomanage situations of interdependence.
nn nn nn nn nn nn nn
n Topic: 01-03 Managing Interdependence
n n n nn nn
1-3
