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1-1 Chapter 01 The Nature of Negotiation
True / False Questions
- 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
- 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
- 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
(Essentials of Negotiation, 4th Canadian Edition, 4e Lewicki, Saunders, Barry, Tasa) (Test Bank all Chapters) 1 / 4
Chapter 01 - The Nature of Negotiation 1-2
- 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
- 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
- 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
- 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
- / 4
Chapter 01 - The Nature of Negotiation 1-3
- 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
- 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
- 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
- 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
- / 4
Chapter 01 - The Nature of Negotiation 1-4
- 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.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
- The purpose of a distributive negotiation is to create value.
FALSE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-03 Explain how negotiation fits within the broader perspective of processes for managing conflict.
Topic: 01-05 Value Claiming and Value Creating
- 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
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-02 Describe how people use negotiation to manage situations of interdependence.
Topic: 01-03 Managing Interdependence
- Distributive bargaining is most appropriate when the likelihood of having to bargain with
the other party again in the future is low.
TRUE
Accessibility: Keyboard Navigation
Difficulty: Medium
Learning Objective: 01-03 Explain how negotiation fits within the broader perspective of processes for managing conflict.
Topic: 01-05 Value Claiming and Value Creating
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