Test Bank for Negotiation, 9th Edition by Roy Lewicki

Chap 01 9e
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) When both negotiating parties make adjustments and move toward the “middle” of their
opposing positions, they are compromising.
⊚ 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




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,7) A distributive situation is a mutual-gains situation, also known as a non-zero-sum 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.
⊚ true
⊚ false




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,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



19) Negotiation is a strategy for productively managing conflict.
⊚ true
⊚ false




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, 20) The dual concerns model has two dimensions: the vertical dimension is often referred to as
the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.
⊚ true
⊚ false



21) According to the text, which of the following is not a reason negotiation occurs?
A) to create something new that neither party could do on their own
B) to resolve a problem or dispute between parties
C) to agree on how to share or divide a limited resource, such as land, or money, or time
D) to agree on a price and end the haggling over a used car



22) To most people unfamiliar with the textbook, the words "bargaining" and "negotiation" are
A) mutually exclusive.
B) interchangeable.
C) not related.
D) interdependent.



23) A situation in which both parties are trying to find a mutually acceptable solution to a
complex conflict is known as which of the following?
A) bargaining
B) win-lose
C) zero-sum
D) win-win



24) Which is not a characteristic of all negotiation situations?
A) conflict between parties
B) two or more parties involved
C) an established set of rules
D) a voluntary process




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