Chapter 1 Student name:__________ TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false. 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