TEST BANK – Essentials of Negotiation, 4th Canadian
Edition (Roy Lewicki) | Complete Coverage of All
Chapters | Latest Updated Version | Verified
Questions & Answers
Chap 01: The Nature of Negotiation
1) Negotiations occur for only one reason: to create something new that neither party could
achieve alone.
⊚ true
⊚ false
2) Sometimes people fail to negotiate because they do not recognize that they are in a
negotiable situation.
⊚ true
⊚ false
3) Good negotiators are made, not born.
⊚ true
⊚ false
4) Negotiating parties rarely negotiate by choice.
⊚ true
⊚ false
5) It is always a good time to negotiate, there are no conditions which make negotiation more
favourable.
⊚ true
⊚ false
6) Most individuals in Western culture do not negotiate enough.
⊚ true
⊚ false
1
,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
⊚ false
8) Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
⊚ true
⊚ false
9) Independent parties can meet their own needs without the help and assistance of others.
⊚ true
⊚ false
10) Dependent parties never rely on others for what they need.
⊚ true
⊚ false
11) The mix of convergent and conflicting goals characterizes many interdependent
relationships.
⊚ true
⊚ false
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.
⊚ true
⊚ false
13) The purpose of a distributive negotiation is to create value.
⊚ true
⊚ false
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
⊚ false
2
,15) Distributive bargaining is most appropriate when the likelihood of having to bargain with the
other party again in the future is low.
⊚ true
⊚ false
16) Negotiator perceptions of situations tend to be biased toward seeing problems as more
integrative, or as less competitive, than they really are.
⊚ true
⊚ false
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying to
prevent the other from achieving their objectives.
⊚ true
⊚ false
18) Negotiations often begin with statements of opening positions.
⊚ true
⊚ false
19) A concession occurs when one party refuses to accept a change in his or her position.
⊚ true
⊚ false
20) Concessions restrict the range of options within which a solution or an agreement will be
reached.
⊚ true
⊚ false
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
honesty and the dilemma of trust.
⊚ true
⊚ false
3
, 22) Most actual negotiations are a combination of claiming and creating value processes.
⊚ true
⊚ false
23) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
⊚ true
⊚ false
24) 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
25) Negotiation situations have fundamentally the same characteristics.
⊚ true
⊚ false
26) A creative negotiation that meets the objectives of all sides may not require compromise.
⊚ true
⊚ false
27) One of the common characteristics of negotiation is that the parties prefer to negotiate and
search for agreement rather than to fight openly.
⊚ true
⊚ false
28) It is possible to ignore intangibles, because they affect our judgment about what is fair, or
right, or appropriate in the resolution of the tangibles.
⊚ true
⊚ false
4
Edition (Roy Lewicki) | Complete Coverage of All
Chapters | Latest Updated Version | Verified
Questions & Answers
Chap 01: The Nature of Negotiation
1) Negotiations occur for only one reason: to create something new that neither party could
achieve alone.
⊚ true
⊚ false
2) Sometimes people fail to negotiate because they do not recognize that they are in a
negotiable situation.
⊚ true
⊚ false
3) Good negotiators are made, not born.
⊚ true
⊚ false
4) Negotiating parties rarely negotiate by choice.
⊚ true
⊚ false
5) It is always a good time to negotiate, there are no conditions which make negotiation more
favourable.
⊚ true
⊚ false
6) Most individuals in Western culture do not negotiate enough.
⊚ true
⊚ false
1
,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
⊚ false
8) Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
⊚ true
⊚ false
9) Independent parties can meet their own needs without the help and assistance of others.
⊚ true
⊚ false
10) Dependent parties never rely on others for what they need.
⊚ true
⊚ false
11) The mix of convergent and conflicting goals characterizes many interdependent
relationships.
⊚ true
⊚ false
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.
⊚ true
⊚ false
13) The purpose of a distributive negotiation is to create value.
⊚ true
⊚ false
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
⊚ false
2
,15) Distributive bargaining is most appropriate when the likelihood of having to bargain with the
other party again in the future is low.
⊚ true
⊚ false
16) Negotiator perceptions of situations tend to be biased toward seeing problems as more
integrative, or as less competitive, than they really are.
⊚ true
⊚ false
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying to
prevent the other from achieving their objectives.
⊚ true
⊚ false
18) Negotiations often begin with statements of opening positions.
⊚ true
⊚ false
19) A concession occurs when one party refuses to accept a change in his or her position.
⊚ true
⊚ false
20) Concessions restrict the range of options within which a solution or an agreement will be
reached.
⊚ true
⊚ false
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
honesty and the dilemma of trust.
⊚ true
⊚ false
3
, 22) Most actual negotiations are a combination of claiming and creating value processes.
⊚ true
⊚ false
23) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
⊚ true
⊚ false
24) 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
25) Negotiation situations have fundamentally the same characteristics.
⊚ true
⊚ false
26) A creative negotiation that meets the objectives of all sides may not require compromise.
⊚ true
⊚ false
27) One of the common characteristics of negotiation is that the parties prefer to negotiate and
search for agreement rather than to fight openly.
⊚ true
⊚ false
28) It is possible to ignore intangibles, because they affect our judgment about what is fair, or
right, or appropriate in the resolution of the tangibles.
⊚ true
⊚ false
4
