Test Bank Essentials of Negotiation 4th Canadian Edition by Roy Lewicki, ISBN 9781260065879.pdf

TEST BANK Essentials of Negotiation 4th Canadian Edition by Roy Lewicki
m m m m m m m m m m




Chap 01: The Nature of Negotiation
m m m m m



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




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



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




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



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



17) Conflict moccursmwhenmtwominterdependent mpartiesmhavemconflictingmgoalsmand meachmismtrying
mtomprevent 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 mallmnegotiatorsmfacemaremthemdilemmam
of mhonestymand mthemdilemmamof mtrust.
⊚m true
⊚m false




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



23) Negotiationmismamprocessmreserved monlymformthemskilled mdiplomat,mtopmsalesperson,mormarde
nt 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



26) A mcreativemnegotiationmthat mmeetsmthemobjectivesmof mallmsidesmmaymnot mrequiremcompromise.
⊚m true
⊚m false



27) Onemof mthemcommonmcharacteristicsmof mnegotiationmismthat mthempartiesmprefermtomnegotiatema
nd msearchmformagreement mrathermthanmtomfight mopenly.
⊚m true
⊚m false



28) It mismpossiblemtomignoremintangibles,mbecausemtheymaffect mourmjudgment mabout mwhat mismfair,
ormright,mormappropriateminmthemresolutionmof mthemtangibles.
m

⊚m true
⊚m false




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