COMPLETE TEST BANK:
Essentials Of Negotiation, 4th Canadian
Editionby Roy J. Lewicki All Chapters
Latest Version.
,(Essentials Of Negotiation, 4th Canadian Edition, 4e Lewicki, Saunders, Barry, Tasa)
(Test Bank All Chapters)
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
1-1
,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
1-2
, Chapter 01 - The Nature of Negotiation
8. INTANGIBLE FACTORS ARE THE UNDERLYING PSYCHOLOGICAL
MOTIVATIONS THAT MAY DIRECTLY OR INDIRECTLY INFLUENCE THE
PARTIES DURING A NEGOTIATION.
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
9. INDEPENDENT PARTIES CAN MEET THEIR OWN NEEDS WITHOUT THE HELP
AND ASSISTANCE OF OTHERS.
TRUE
ACCESSIBILITY: KEYBOARD
NAVIGATION DIFFICULTY: EASY
LEARNING OBJECTIVE: 01-02 DESCRIBE HOW PEOPLE USE NEGOTIATION TO MANAGE
SITUATIONS OF INTERDEPENDENCE. TOPIC: 01-03 MANAGING INTERDEPENDENCE
10. DEPENDENT PARTIES NEVER RELY ON OTHERS FOR WHAT THEY NEED.
FALSE
ACCESSIBILITY: KEYBOARD
NAVIGATION DIFFICULTY: EASY
LEARNING OBJECTIVE: 01-02 DESCRIBE HOW PEOPLE USE NEGOTIATION TO MANAGE
SITUATIONS OF INTERDEPENDENCE. TOPIC: 01-03 MANAGING INTERDEPENDENCE
11. THE MIX OF CONVERGENT AND CONFLICTING GOALS
CHARACTERIZES MANY INTERDEPENDENT RELATIONSHIPS.
TRUE
ACCESSIBILITY: KEYBOARD
NAVIGATION DIFFICULTY: EASY
LEARNING OBJECTIVE: 01-02 DESCRIBE HOW PEOPLE USE NEGOTIATION TO MANAGE
SITUATIONS OF INTERDEPENDENCE. TOPIC: 01-03 MANAGING INTERDEPENDENCE
1-3
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