Question 1

In some ways, the ultimate weapon in negotiation is to threaten to terminate negotiations.

Accepted Answer

A) True 
 B)False  True

Question 2

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's resistance point.

Accepted Answer

A) True 
 B)False  True

Question 3

The resistance point is the point at which a negotiator would like to conclude negotiations.

Accepted Answer

A) True 
 B)False  False

Question 4

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Accepted Answer

The other party may not recognize at fir

Question 5

A positive bargaining zone occurs when the buyer's resistance point is above the seller's.

Accepted Answer

A) True 
 B)False

Question 6

Hardball tactics work most effectively against powerful, well-prepared negotiators.

Accepted Answer

A) True 
 B)False

Question 7

The snow job tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Accepted Answer

A) True 
 B)False

Question 8

Discuss the importance of reciprocating (or not reciprocating) concessions.

Accepted Answer

Concession making indicates an acknowled

Question 9

Disruptive action tactics can cause

Accepted Answer

A)  embarrassment. 
B)  increased costs. 
C)  anger. 
D)  escalation of conflict. 
E)  all of the answers are correct 
A)  embarrassment. 
B)  increased costs. 
C)  anger. 
D)  escalation of conflict. 
E)  all of the answers are correct

Question 10

The opening stance is

Accepted Answer

A)  another name for the first round of concessions. 
B)  the first price that a buyer quotes to a seller. 
C)  the attitude to adopt during the negotiation. 
D)  a package of concessions. 
E)  all of the answers are correct 
A)  another name for the first round of concessions. 
B)  the first price that a buyer quotes to a seller. 
C)  the attitude to adopt during the negotiation. 
D)  a package of concessions. 
E)  all of the answers are correct

Question 11

What is the simplest way to screen a position?

Accepted Answer

Say and do

Question 12

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Accepted Answer

A) True 
 B)False

Question 13

Many people use distributive bargaining strategies and tactics almost exclusively, negotiators don't need to understand how to counter their effects.

Accepted Answer

A) True 
 B)False

Question 14

Distributive bargaining strategies

Accepted Answer

A)  are the most efficient negotiating strategies to use. 
B)  are used in all interdependent relationships. 
C)  are useful in maintaining long term relationships. 
D)  can cause negotiators to ignore what the parties have in common. 
E)  none of the answers are correct 
A)  are the most efficient negotiating strategies to use. 
B)  are used in all interdependent relationships. 
C)  are useful in maintaining long term relationships. 
D)  can cause negotiators to ignore what the parties have in common. 
E)  none of the answers are correct

Question 15

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

Accepted Answer

A)  high 
B)  modest 
C)  extreme 
D)  low 
E)  none of the answers are correct 
A)  high 
B)  modest 
C)  extreme 
D)  low 
E)  none of the answers are correct

Question 16

The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Accepted Answer

A) True 
 B)False

Question 17

Anything outside the bargaining zone will be summarily rejected by one of the negotiators.

Accepted Answer

A) True 
 B)False

Question 18

Define selective presentation.

Accepted Answer

Negotiators reveal o

Question 19

Reticence increases the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Accepted Answer

A) True 
 B)False

Question 20

Research and practical experience suggest that a large majority of agreements in distributive bargaining are reached when the deadline is

Accepted Answer

A)  near. 
B)  flexible. 
C)  past. 
D)  undefined. 
E)  none of these answers are correct 
A)  near. 
B)  flexible. 
C)  past. 
D)  undefined. 
E)  none of these answers are correct

In some ways, the ultimate weapon in negotiation is to threaten to terminate negotiations.

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's resistance point.

The resistance point is the point at which a negotiator would like to conclude negotiations.

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

A positive bargaining zone occurs when the buyer's resistance point is above the seller's.

Hardball tactics work most effectively against powerful, well-prepared negotiators.

The snow job tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Discuss the importance of reciprocating (or not reciprocating) concessions.

Disruptive action tactics can cause

The opening stance is

What is the simplest way to screen a position?

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Many people use distributive bargaining strategies and tactics almost exclusively, negotiators don't need to understand how to counter their effects.

Distributive bargaining strategies

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Anything outside the bargaining zone will be summarily rejected by one of the negotiators.

Define selective presentation.

Reticence increases the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Research and practical experience suggest that a large majority of agreements in distributive bargaining are reached when the deadline is

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

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Exam 2: Strategy and Tactics of Distributive Bargaining

In some ways, the ultimate weapon in negotiation is to threaten to terminate negotiations.

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's resistance point.

The resistance point is the point at which a negotiator would like to conclude negotiations.

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

A positive bargaining zone occurs when the buyer's resistance point is above the seller's.

Hardball tactics work most effectively against powerful, well-prepared negotiators.

The snow job tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Discuss the importance of reciprocating (or not reciprocating) concessions.

Disruptive action tactics can cause

The opening stance is

What is the simplest way to screen a position?

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Many people use distributive bargaining strategies and tactics almost exclusively, negotiators don't need to understand how to counter their effects.

Distributive bargaining strategies

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Anything outside the bargaining zone will be summarily rejected by one of the negotiators.

Define selective presentation.

Reticence increases the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Research and practical experience suggest that a large majority of agreements in distributive bargaining are reached when the deadline is

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters