1.
(p. 2) People negotiate all the time.
TRUE
Difficulty: Easy
Learning Objective: 01-01 Understand the definition of negotiation; the key elements a
negotiation process; and the distinct types of negotiation.
Lewicki – Chapter 01 #1
2.
(p. 3) Good negotiators are made, not born.
TRUE
Difficulty: Easy
Learning Objective: 01-01 Understand the definition of negotiation; the key elements of a
negotiation process; and the distinct types of negotiation.
Lewicki – Chapter 01 #2
3.
(p. 4) Negotiating parties rarely negotiate by choice.
FALSE
Difficulty: Easy
Learning Objective: 01-01 Understand the definition of negotiation; the key elements of a
negotiation process; and the distinct types of negotiation.
Lewicki – Chapter 01 #3
4.
(p. 5) It is always a good time to negotiate.
FALSE
Difficulty: Easy
Learning Objective: 01-01 Understand the definition of negotiation; the key elements of a
negotiation process; and the distinct types of negotiation.
Lewicki – Chapter 01 #4
5.
(p. 5) Successful negotiation involves the management of nactionWhich of the
following contribute to conflict’s destructive images (e.g., the price or the terms of
agreement) and also the resolution of intangibles.
TRUE
Difficulty: Medium
Learning Objective: 01-01 Understand the definition of negotiation; the key elements of a
negotiation process; and the distinct types of negotiation.
Lewicki – Chapter 01 #5
6.
(p. 7) Independent parties are able to meet their own needs without the help and
assistance of others.
TRUE
Difficulty: Easy
Learning Objective: 01-02 Explore how people use negotiation to manage situations of
interdependence.
Lewicki – Chapter 01 #6
7.
(p. 7) The mix of convergent and conflicting goals characterizes many interdependent
relationships.
TRUE
Difficulty: Easy
Learning Objective: 01-02 Explore how people use negotiation to manage situations of
interdependence.
Lewicki – Chapter 01 #7
8.
(p. 7) 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
Difficulty: Medium
Learning Objective: 01-02 Explore how people use negotiation to manage situations of
interdependence.
Lewicki – Chapter 01 #8
