100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
Previously searched by you
Test Bank & Study Guide - Principles of Radiographic Imaging: An Art and A Science 6th Edition by Richard R. Carlton, Arlene M. Adler & Vesna Balac - Complete, Elaborated & Latest Test Bank. ALL Units (1-42) Included & Updated $32.00
Test Bank & Study Guide - Principles of Radiographic Imaging: An Art and A Science 6th Edition by Richard R. Carlton, Arlene M. Adler & Vesna Balac - Complete, Elaborated & Latest Test Bank. ALL Units (1-42) Included & Updated
Test Bank & Study Guide - Principles of Radiographic Imaging: An Art and A Science 6th Edition by Richard R. Carlton, Arlene M. Adler & Vesna Balac - Complete, Elaborated & Latest Test Bank. ALL Units (1-42) Included & Updated
Test Bank & Study Guide - Principles of Radiographic Imaging: An Art...
,CHAPTER 1
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.
⊚ true
⊚ false
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.
⊚ true
⊚ false
3) Negotiation situations have the same fundamental characteristics.
⊚ true
⊚ false
4) A creative negotiation that meets the objectives of all sides may not require compromise.
⊚ true
⊚ false
5) One characteristic common to all negotiation situations is that both parties negotiate by
choice, as negotiation is largely a voluntary process.
⊚ true
⊚ false
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.”
⊚ true
⊚ false
Version 1 1
,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.
⊚ true
⊚ false
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.
⊚ true
⊚ false
9) When entering negotiation, a prepared negotiator will understand their own BATNA as
well as the other party’s BATNA.
⊚ true
⊚ false
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.
⊚ true
⊚ false
11) Remember that every possible interdependency has an alternative; negotiators can always
say “no” and walk away.
⊚ true
⊚ false
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.
Version 1 2
, ⊚ true
⊚ false
13) Concessions restrict the range of solution agreement options, but concessions broaden the
bargaining range of the negotiations.
⊚ true
⊚ false
14) Non-zero-sum situations are ones where many people can achieve their goals and
objectives.
⊚ true
⊚ false
15) When deciding how to use concessions, negotiators may face the dilemma of honesty –
how much they should believe what the other party tells them.
⊚ true
⊚ false
16) Differences in time preferences have the potential to create value in a negotiation.
⊚ true
⊚ false
17) When two negotiating parties are working toward the same goal and generally want the
same outcome, there is no chance for conflict.
⊚ true
⊚ false
18) Intragroup conflict occurs between groups.
⊚ true
⊚ false
Version 1 3
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller Sturdydrone. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $32.00. You're not tied to anything after your purchase.
