Test Bank for Essentials Of Negotiation, 4th Canadian Edition by Roy J. Lewicki.pdf

,ACCESS Test Bank for Essentials of Negotiation 4th Canadian Edition Lewick
m m m m m m m m m m

i
Essentials of Negotiation Edition 4 by Lewicki
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CORRECT ANSWERS ARE LOCATED IN THE 2ND HALF OF THIS DOC.
m m m m m m m m m m


TRUE/FALSE m-mWritem'T'mif mthemstatementmismtruemandm'F'mif mthemstatementmismfalse.
1) Negotiationsmoccurmformonlymonemreason:mtomcreatemsomethingmnew mthat mneithermpartymcou
ld machievemalone.
⊚m true
⊚m false

2) Sometimesmpeoplemfailmtomnegotiatembecausemtheymdomnot mrecognizemthat mtheymaremi
nmamnegotiablemsituation.
⊚m true
⊚m false

3) Good mnegotiatorsmaremmade,mnot mborn.
⊚m true
⊚m false

4) Negotiatingmpartiesmrarelymnegotiatembymchoice.
⊚m true
⊚m false

5) It mismalwaysmamgood mtimemtomnegotiate,mtheremaremnomconditionsmwhichmmakemnegotiationmm
oremfavourable.
⊚m true
⊚m false

6) Most mindividualsminmWesternmculturemdomnot mnegotiatemenough.
⊚m true
⊚m false

7) Successfulmnegotiationminvolvesmthemmanagement mof mtangiblesm(e.g.,mthempricemormthemtermsm
of manmagreement)mand malsomthemresolutionmof mintangibles.
⊚m true
⊚m false

8) Intangiblemfactorsmaremthemunderlyingmpsychologicalmmotivationsmthat mmaymdirectlym
ormindirectlyminfluencemthempartiesmduringmamnegotiation.
⊚m true
⊚m false




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,ACCESS Test Bank for Essentials of Negotiation 4th Canadian Edition Lewick
m m m m m m m m m m

i
Essentials of Negotiation Edition 4 by Lewicki
m m m m m m




9) Independentmpartiesmcanmmeet mtheirmownmneedsmwithout mthemhelpmand massistancemof mothers.
⊚m true
⊚m false

10) Dependent mpartiesmnevermrelymonmothersmformwhat mtheymneed.
⊚m true
⊚m false

11) Themmixmof mconvergent mand mconflictingmgoalsmcharacterizesmmanyminterdepende
nt mrelationships.
⊚m true
⊚m false

12) Theminterdependencemof mpeople'smgoals,mand mthemstructuremof mthemsituationminmwhichmtheym
aremgoingmtomnegotiate,mhasmlittlemeffect monmthemnegotiationmprocessesmand moutcomes.
⊚m true
⊚m false

13) Thempurposemof mamdistributivemnegotiationmismtomcreatemvalue.
⊚m true
⊚m false

14) Whethermyoumshould mormshould mnot magreemonmsomethingminmamnegotiationmdependsmentirelymup
onmthemattractivenessmtomyoumof mthembest mavailablemalternative.
⊚m true
⊚m false

15) Distributivembargainingmismmost mappropriatemwhenmthemlikelihood mof mhavingmtombargainmwithmt
hemothermpartymagainminmthemfuturemismlow.
⊚m true
⊚m false

16) Negotiatormperceptionsmof msituationsmtend mtombembiased mtoward mseeingmproblemsmasmmo
remintegrative,mormasmlessmcompetitive,mthanmtheymreallymare.
⊚m true
⊚m false




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, ACCESS Test Bank for Essentials of Negotiation 4th Canadian Edition Lewick
m m m m m m m m m m

i
Essentials of Negotiation Edition 4 by Lewicki
m m m m m m




17) Conflict moccursmwhenmtwominterdependent mpartiesmhavemconflictingmgoalsmand meachmismtryingm
tomprevent mthemothermfrommachievingmtheirmobjectives.
⊚m true
⊚m false

18) Negotiationsmoftenmbeginmwithmstatementsmof mopeningmpositions.
⊚m true
⊚m false

19) A mconcessionmoccursmwhenmonempartymrefusesmtomaccept mamchangeminmhismormhermposition.
⊚m true
⊚m false

20) Concessionsmrestrict mthemrangemof moptionsmwithinmwhichmamsolutionmormanmagreement mwillm
bemreached.
⊚m true
⊚m false

21) Twomof mthemdilemmasminmmutualmadjustment mthat mallmnegotiatorsmfacemaremthemdilemma
of mhonestymand mthemdilemmamof mtrust.
m


⊚m true
⊚m false

22) Most mactualmnegotiationsmaremamcombinationmof mclaimingmand mcreatingmvaluemprocesses.
⊚m true
⊚m false

23) Negotiationmismamprocessmreserved monlymformthemskilled mdiplomat,mtopmsalesperson,mormard
ent madvocatemformanmorganized mlobby.
⊚m true
⊚m false

24) Manymof mthemmost mimportant mfactorsmthat mshapemamnegotiationmresult mdomnot moccurmduringmt
hemnegotiation,mbut moccurmaftermthempartiesmhavemnegotiated.
⊚m true
⊚m false

25) Negotiationmsituationsmhavemfundamentallymthemsamemcharacteristics.
⊚m true
⊚m false




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