Created By: A Solution
TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry and David Saunders
ISBN13: 9781260399455 A+
Essentials of Negotiation 7th Edition by Lewicki CH01
ANSWERS ARE LOCATED IN THE SECOND PART OF THIS DOCUMENT
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.
1)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : The Nature of Negotiation
Accessibility : Keyboard Navigation
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
Question Details
A+ Page 1
,Created By: A Solution
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : A Few Words about Our Style and Approach
Accessibility : Keyboard Navigation
3) Negotiation situations have the same fundamental characteristics.
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
4) A creative negotiation that meets the objectives of all sides may not require compromise.
Essentials of Negotiation 7th Edition by Lewicki CH01
4)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
A+ Page 2
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5) One characteristic common to all negotiation situations is that both parties negotiate by
choice, as negotiation is largely a voluntary process.
5)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
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.‖
6)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
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.
7)
Essentials of Negotiation 7th Edition by Lewicki CH01
A+ Page 3
, Created By: A Solution
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Types of Interdependence Affect Outcomes
Accessibility : Keyboard Navigation
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.
8)
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Types of Interdependence Affect Outcomes
Accessibility : Keyboard Navigation
9) When entering negotiation, a prepared negotiator will understand their own BATNA as
well as the other party’s BATNA.
9)
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Alternatives Shape Interdependence
A+ Page 4
TEST BANK for Essentials of Negotiation, 7th Edition
by Roy Lewicki, Bruce Barry and David Saunders
ISBN13: 9781260399455 A+
Essentials of Negotiation 7th Edition by Lewicki CH01
ANSWERS ARE LOCATED IN THE SECOND PART OF THIS DOCUMENT
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.
1)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : The Nature of Negotiation
Accessibility : Keyboard Navigation
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
Question Details
A+ Page 1
,Created By: A Solution
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : A Few Words about Our Style and Approach
Accessibility : Keyboard Navigation
3) Negotiation situations have the same fundamental characteristics.
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
4) A creative negotiation that meets the objectives of all sides may not require compromise.
Essentials of Negotiation 7th Edition by Lewicki CH01
4)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
A+ Page 2
,Created By: A Solution
5) One characteristic common to all negotiation situations is that both parties negotiate by
choice, as negotiation is largely a voluntary process.
5)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
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.‖
6)
⊚ true
⊚ false
Question Details
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a
negotiati Topic : Characteristics of a Negotiation Situation
Accessibility : Keyboard Navigation
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.
7)
Essentials of Negotiation 7th Edition by Lewicki CH01
A+ Page 3
, Created By: A Solution
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Types of Interdependence Affect Outcomes
Accessibility : Keyboard Navigation
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.
8)
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Types of Interdependence Affect Outcomes
Accessibility : Keyboard Navigation
9) When entering negotiation, a prepared negotiator will understand their own BATNA as
well as the other party’s BATNA.
9)
⊚ true
⊚ false
Question Details
Learning Objective : 01-02: Explore how people use negotiation to manage different situations
of inte Topic : Alternatives Shape Interdependence
A+ Page 4
