Question 1

Good distributive bargainers will

Accepted Answer

A)  begin negotiations with the other party with an opening offer close to their own resistance point. 
B)  ensure that there is enough room in the bargaining range to make some concessions. 
C)  accept an offer that is presented as a fait accompli. 
D)  immediately identify the other party's target point. 
E)  all of the answers are correct 
A)  begin negotiations with the other party with an opening offer close to their own resistance point. 
B)  ensure that there is enough room in the bargaining range to make some concessions. 
C)  accept an offer that is presented as a fait accompli. 
D)  immediately identify the other party's target point. 
E)  all of the answers are correct

Question 2

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation, losing the

Question 3

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

Accepted Answer

A) True 
 B)False

Question 4

The snow job tactic occurs when

Accepted Answer

A)  the other party acts cool and aloof 
B)  it's cold outside 
C)  negotiators overwhelm the other party with too much information 
D)  none of the answers are correct 
E)  all of these answers are correct 
A)  the other party acts cool and aloof 
B)  it's cold outside 
C)  negotiators overwhelm the other party with too much information 
D)  none of the answers are correct 
E)  all of these answers are correct

Question 5

Define calculated incompetence.

Accepted Answer

The negotiating agent is not g

Question 6

One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.

Accepted Answer

A) True 
 B)False

Question 7

Most hardball tactics are designed to either enhance the appearance of the bargaining position of the person using the tactic or to detract from the appearance of the options available to the other party.

Accepted Answer

A) True 
 B)False

Question 8

What statement about concessions is false?

Accepted Answer

A)  Concessions are central to negotiations. 
B)  Concession is another word for adjustments in position. 
C)  Concession making exposes the concession maker to some risk. 
D)  Reciprocating concessions is a haphazard process. 
E)  all of the answers are correct 
A)  Concessions are central to negotiations. 
B)  Concession is another word for adjustments in position. 
C)  Concession making exposes the concession maker to some risk. 
D)  Reciprocating concessions is a haphazard process. 
E)  all of the answers are correct

Question 9

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favourable to the presenter than those that currently exist.

Accepted Answer

A) True 
 B)False

Question 10

Describe the use of emotional reaction.

Accepted Answer

Another form of direct action

Question 11

Channeling all communication through a team spokesperson reduces inadvertent revelation of information.

Accepted Answer

A) True 
 B)False

Question 12

Negotiations with a positive settlement range are obvious from the beginning.

Accepted Answer

A) True 
 B)False

Question 13

When acting as if the decision to close the deal has already been made, the negotiator is using the "assume the close" tactic of closing the agreement.

Accepted Answer

A) True 
 B)False

Question 14

If one side is not prepared to make concessions, the other must capitulate or the negotiations will deadlock.

Accepted Answer

A) True 
 B)False

Question 15

Parties feel better about a settlement when negotiations involve a(n)

Accepted Answer

A)  immediate settlement. 
B)  single round of concessions. 
C)  progression of concessions. 
D)  fait accompli. 
E)  all of the answers are correct 
A)  immediate settlement. 
B)  single round of concessions. 
C)  progression of concessions. 
D)  fait accompli. 
E)  all of the answers are correct

Question 16

What are the disadvantages of making a more extreme opening offer?

Accepted Answer

It may be summarily rejected b

Question 17

Distributive bargaining strategies and tactics are quite useful when a negotiator wants to maximize the value obtained in a single deal.

Accepted Answer

A) True 
 B)False

Question 18

Although disruptive action tactics can work, they may also produce anger and escalation of conflict.

Accepted Answer

A) True 
 B)False

Question 19

The bargaining range is defined by

Accepted Answer

A)  the opening stance and the initial concession. 
B)  the initial round of concessions. 
C)  the bargaining mix and the opening stance. 
D)  the opening offer and the counteroffer. 
E)  all of the answers are correct 
A)  the opening stance and the initial concession. 
B)  the initial round of concessions. 
C)  the bargaining mix and the opening stance. 
D)  the opening offer and the counteroffer. 
E)  all of the answers are correct

Question 20

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

Accepted Answer

A) True 
 B)False

Good distributive bargainers will

What are the risks involved when using hardball tactics?

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

The snow job tactic occurs when

Define calculated incompetence.

One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.

Most hardball tactics are designed to either enhance the appearance of the bargaining position of the person using the tactic or to detract from the appearance of the options available to the other party.

What statement about concessions is false?

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favourable to the presenter than those that currently exist.

Describe the use of emotional reaction.

Channeling all communication through a team spokesperson reduces inadvertent revelation of information.

Negotiations with a positive settlement range are obvious from the beginning.

When acting as if the decision to close the deal has already been made, the negotiator is using the "assume the close" tactic of closing the agreement.

If one side is not prepared to make concessions, the other must capitulate or the negotiations will deadlock.

Parties feel better about a settlement when negotiations involve a(n)

What are the disadvantages of making a more extreme opening offer?

Distributive bargaining strategies and tactics are quite useful when a negotiator wants to maximize the value obtained in a single deal.

Although disruptive action tactics can work, they may also produce anger and escalation of conflict.

The bargaining range is defined by

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

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

Exam 2: Strategy and Tactics of Distributive Bargaining

Good distributive bargainers will

What are the risks involved when using hardball tactics?

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

The snow job tactic occurs when

Define calculated incompetence.

One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.

Most hardball tactics are designed to either enhance the appearance of the bargaining position of the person using the tactic or to detract from the appearance of the options available to the other party.

What statement about concessions is false?

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favourable to the presenter than those that currently exist.

Describe the use of emotional reaction.

Channeling all communication through a team spokesperson reduces inadvertent revelation of information.

Negotiations with a positive settlement range are obvious from the beginning.

When acting as if the decision to close the deal has already been made, the negotiator is using the "assume the close" tactic of closing the agreement.

If one side is not prepared to make concessions, the other must capitulate or the negotiations will deadlock.

Parties feel better about a settlement when negotiations involve a(n)

What are the disadvantages of making a more extreme opening offer?

Distributive bargaining strategies and tactics are quite useful when a negotiator wants to maximize the value obtained in a single deal.

Although disruptive action tactics can work, they may also produce anger and escalation of conflict.

The bargaining range is defined by

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

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