(Essentials of Negotiation, 4th Canadian Edition, 4e Lewicki, Saunders, Barry, Tasa)
(Test Bank all Chapters)
Chapter 01
The Nature of Negotiation
True / False Questions
1. Negotiations occur for only one reason: to create something new that neither party could
achieve alone.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator
2. Sometimes people fail to negotiate because they do not recognize that they are in a
negotiable situation.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator
3. Good negotiators are made, not born.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator
1-1
,Chapter 01 - The Nature of Negotiation
4. Negotiating parties rarely negotiate by choice.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
5. It is always a good time to negotiate, there are no conditions which make negotiation more
favourable.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
6. Most individuals in Western culture do not negotiate enough.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
7. Successful negotiation involves the management of tangibles (e.g., the price or the terms of
an agreement) and also the resolution of intangibles.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
1-2
,Chapter 01 - The Nature of Negotiation
8. Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
9. Independent parties can meet their own needs without the help and assistance of others.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
10. Dependent parties never rely on others for what they need.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
11. The mix of convergent and conflicting goals characterizes many interdependent
relationships.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
1-3
, Chapter 01 - The Nature of Negotiation
12. The interdependence of people's goals, and the structure of the situation in which they are
going to negotiate, has little effect on the negotiation processes and outcomes.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
13. The purpose of a distributive negotiation is to create value.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-03 Explain how negotiation fits within the broader perspective of processes for managing conflict.
Topic: 01-05 Value Claiming and Value Creating
14. Whether you should or should not agree on something in a negotiation depends entirely
upon the attractiveness to you of the best available alternative.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
15. Distributive bargaining is most appropriate when the likelihood of having to bargain with
the other party again in the future is low.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-03 Explain how negotiation fits within the broader perspective of processes for managing conflict.
Topic: 01-05 Value Claiming and Value Creating
1-4
(Test Bank all Chapters)
Chapter 01
The Nature of Negotiation
True / False Questions
1. Negotiations occur for only one reason: to create something new that neither party could
achieve alone.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator
2. Sometimes people fail to negotiate because they do not recognize that they are in a
negotiable situation.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator
3. Good negotiators are made, not born.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-01 Becoming a Better Negotiator
1-1
,Chapter 01 - The Nature of Negotiation
4. Negotiating parties rarely negotiate by choice.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
5. It is always a good time to negotiate, there are no conditions which make negotiation more
favourable.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
6. Most individuals in Western culture do not negotiate enough.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
7. Successful negotiation involves the management of tangibles (e.g., the price or the terms of
an agreement) and also the resolution of intangibles.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
1-2
,Chapter 01 - The Nature of Negotiation
8. Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-01 Define negotiation and explain the key elements of a negotiation process and the distinct types of negotiation.
Topic: 01-02 Characteristics of a Negotiation Situation
9. Independent parties can meet their own needs without the help and assistance of others.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
10. Dependent parties never rely on others for what they need.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
11. The mix of convergent and conflicting goals characterizes many interdependent
relationships.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
1-3
, Chapter 01 - The Nature of Negotiation
12. The interdependence of people's goals, and the structure of the situation in which they are
going to negotiate, has little effect on the negotiation processes and outcomes.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
13. The purpose of a distributive negotiation is to create value.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-03 Explain how negotiation fits within the broader perspective of processes for managing conflict.
Topic: 01-05 Value Claiming and Value Creating
14. Whether you should or should not agree on something in a negotiation depends entirely
upon the attractiveness to you of the best available alternative.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
15. Distributive bargaining is most appropriate when the likelihood of having to bargain with
the other party again in the future is low.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-03 Explain how negotiation fits within the broader perspective of processes for managing conflict.
Topic: 01-05 Value Claiming and Value Creating
1-4
