Test Bank for Essentials Of Negotiation, 4th Canadian Edition by Roy J. Lewicki
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Module
Negotiation
Institution
Negotiation
Test Bank for Essentials Of Negotiation 4ce 4th Canadian Edition by Roy J. Lewicki, Kevin Tasa, Bruce Barry, David M. Saunders. Full Chapters test bank are included - Chapter 1 to 13
Chapter 1:The Nature of Negotiation
Chapter 2:Strategy and Tactics of Distributive Bargaining
Chapter 3:Strateg...
5) It is always a good time to negotiate, there are no conditions which make negotiation more
favourable.
⊚ true
⊚ false
6) Most individuals in Western culture do not negotiate enough.
⊚ true
⊚ false
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
⊚ false
1
,8) Intangible factors are the underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
⊚ true
⊚ false
9) Independent parties can meet their own needs without the help and assistance of others.
⊚ true
⊚ false
10) Dependent parties never rely on others for what they need.
⊚ true
⊚ false
11) The mix of convergent and conflicting goals characterizes many interdependent
relationships.
⊚ true
⊚ false
12) The interdependence of people's goals, and the structure of the situation in which they are
going to negotiate, has little effect on the negotiation processes and outcomes.
⊚ true
⊚ false
13) The purpose of a distributive negotiation is to create value.
⊚ true
⊚ false
14) Whether you should or should not agree on something in a negotiation depends entirely upon
the attractiveness to you of the best available alternative.
⊚ true
⊚ false
2
,15) Distributive bargaining is most appropriate when the likelihood of having to bargain with the
other party again in the future is low.
⊚ true
⊚ false
16) Negotiator perceptions of situations tend to be biased toward seeing problems as more
integrative, or as less competitive, than they really are.
⊚ true
⊚ false
17) Conflict occurs when two interdependent parties have conflicting goals and each is trying to
prevent the other from achieving their objectives.
⊚ true
⊚ false
18) Negotiations often begin with statements of opening positions.
⊚ true
⊚ false
19) A concession occurs when one party refuses to accept a change in his or her position.
⊚ true
⊚ false
20) Concessions restrict the range of options within which a solution or an agreement will be
reached.
⊚ true
⊚ false
21) Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
honesty and the dilemma of trust.
⊚ true
⊚ false
3
, 22) Most actual negotiations are a combination of claiming and creating value processes.
⊚ true
⊚ false
23) Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
⊚ true
⊚ false
24) 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
25) Negotiation situations have fundamentally the same characteristics.
⊚ true
⊚ false
26) A creative negotiation that meets the objectives of all sides may not require compromise.
⊚ true
⊚ false
27) One of the common characteristics of negotiation is that the parties prefer to negotiate and
search for agreement rather than to fight openly.
⊚ true
⊚ false
28) It is possible to ignore intangibles, because they affect our judgment about what is fair, or
right, or appropriate in the resolution of the tangibles.
⊚ true
⊚ false
4
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