The-Mind-and-Heart-of-the-Negotiator-5th-Edition-by-Leigh-Thompson-TEST-BANK

Description

The Mind and Heart of the Negotiator, 5e (Thompson)
Chapter 1: Negotiation: The Mind and the Heart
1) Negotiations occur only at the topmost hierarchical levels in the business world.
Answer: FALSE
Explanation: In the business world, people negotiate on multiple levels: within departmental or
business units, between departments, between companies, and even across industries. For this
reason, managers must understand enough about negotiations to be effective negotiating within,
between, up, and across all of these organizational environments.
Page Ref: 3
Difficulty: Easy
Classification: Conceptual
2) Managers need to develop negotiation skills that are general enough to be used across
different contexts but specialized enough to provide meaningful behavioral strategies in a given
situation. Most managers do not consider this an uphill task.
Answer: FALSE
Explanation: It is a challenge to develop negotiation skills general enough to be used across
different contexts, groups, and continents but specialized enough to provide meaningful
behavioral strategies in a given situation.
Page Ref: 5
Difficulty: Easy
Classification: Conceptual
3) People who had taken time to focus on values that were not important to them were less likely
to focus on valid threats. Hence, their assessments of correlations in the data eventually proved
to be erroneous and inaccurate.
Answer: FALSE
Explanation: People who had taken time to focus on values that were not important to them
were more likely to focus on valid threats and assess correlations more accurately in data.
Page Ref: 6
Difficulty: Easy
Classification: Conceptual
4) Satisficing, if done thoughtfully, can be beneficial both for individuals and companies as
negotiation strategies and skills can be cheaply employed to dramatically increase profit.
Answer: FALSE
Explanation: Over the long run, satisficing (or the acceptance of mediocrity) can be detrimental
to both individuals and companies, especially when a variety of effective negotiation strategies
and skills can be cheaply employed to dramatically increase profit.
Page Ref: 7
Difficulty: Easy
Classification: Conceptual