Test Bank For Essentials Of Negotiation 4th Canadian Edition By Roy J. Lewicki, Kevin Tasa, Bruce Barry, David M. Saunders

Test Bank
Essentials Of
Negotiation
4th Edition
Roy J. Lewicki, Kevin Tasa, Bruce Barry, David M. Saunders

,Table of Contents

Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Planning and Strategy
Chapter 5: Individual Differences: Know Yourself and Your Counterpart
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication Process and Outcomes
Chapter 8: Negotiation Power and Persuasion
Chapter 9: The Dynamics of Disputes and Third-Party Help
Chapter 10: Confronting the Dark Side: Deception and Ethical Dilemmas
Chapter 11: Multiparty, Coalitions, and Team Negotiations
Chapter 12: Managing Difficult Negotiations
Chapter 13: Best Practices in Negotiations

, 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




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, 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




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