Test Bank for Essentials of Negotiation, 2024 Release by Roy Lewicki

Complete Answers Included ✅
Chap 01 2024 Release - Lewicki
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
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
Topic : The Nature of Negotiation
Source : Chapter 01 Test Bank > TF Qu. 21 Negotiation is a process reserved only for t...


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.
2) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
Topic : A Few Words about Our Style and Approach
Source : Chapter 01 Test Bank > TF Qu. 22 Many of the most important factors that shap...


3) Negotiation situations have the same fundamental characteristics.
3) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
Topic : Characteristics of a Negotiation Situation
Source : Chapter 01 Test Bank > TF Qu. 23 Negotiation situations have the same fundame...




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,4) A creative negotiation that meets the objectives of all sides may not require compromise.
4) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
Topic : Characteristics of a Negotiation Situation
Source : Chapter 01 Test Bank > TF Qu. 24 A creative negotiation that meets the object...


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
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
Topic : Characteristics of a Negotiation Situation
Source : Chapter 01 Test Bank > TF Qu. 25 One characteristic common to all negotiation...


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
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-01: Understand the definition of negotiation, the key elements of a negotiati
Topic : Characteristics of a Negotiation Situation
Source : Chapter 01 Test Bank > TF Qu. 26 Examples of tangible factors in the negotiat...




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,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) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-02: Explore how people use negotiation to manage different situations of inte
Topic : Types of Interdependence Affect Outcomes
Source : Chapter 01 Test Bank > TF Qu. 27 When the goals of two or more people are int...


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
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-02: Explore how people use negotiation to manage different situations of inte
Topic : Types of Interdependence Affect Outcomes
Source : Chapter 01 Test Bank > TF Qu. 28 A zero-sum situation is a situation in which...


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
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-02: Explore how people use negotiation to manage different situations of inte
Topic : Alternatives Shape Interdependence
Source : Chapter 01 Test Bank > TF Qu. 29 When entering negotiation, a prepared negoti...




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, 10) In any industry in which repeat business is done with the same parties, there is always a
balance between pushing the limit on any particular negotiation and making sure the other
party—and your relationship with him—survives intact.
10) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-02: Explore how people use negotiation to manage different situations of inte
Topic : Box 1.3: Perspective
Source : Chapter 01 Test Bank > TF Qu. 30 In any industry in which repeat business is ...


11) Remember that every possible interdependency has an alternative; negotiators can always say
“no” and walk away.
11) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-02: Explore how people use negotiation to manage different situations of inte
Topic : Alternatives Shape Interdependence
Source : Chapter 01 Test Bank > TF Qu. 31 Remember that every possible interdependency...


12) The effective negotiator needs to understand how people will adjust and readjust, and how
the negotiations might twist and turn, based on one’s own moves and the others’ responses.
12) ______
⊚ true
⊚ false

Question Details
Accessibility : Screen Reader/Keyboard/CC
Learning Objective : 01-02: Explore how people use negotiation to manage different situations of inte
Topic : Mutual Adjustment
Source : Chapter 01 Test Bank > TF Qu. 32 The effective negotiator needs to understand...




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