Question 1

The objective of both parties in negotiation is to obtain as little of the bargaining zone as possible.

Accepted Answer

A) True 
 B)False

Question 2

Concession making

Accepted Answer

A)  indicates an acknowledgment of the other party. 
B)  shows a movement toward the other's position. 
C)  implies a recognition of the legitimacy of the other party's position. 
D)  recognizes the other party's position. 
E)  all of the answers are correct 
A)  indicates an acknowledgment of the other party. 
B)  shows a movement toward the other's position. 
C)  implies a recognition of the legitimacy of the other party's position. 
D)  recognizes the other party's position. 
E)  all of the answers are correct

Question 3

What are the strategies for responding to hardball tactics?

Accepted Answer

Ignore them, discuss them, respond in ki

Question 4

Hardball tactics are infallible if used properly.

Accepted Answer

A) True 
 B)False

Question 5

Parties feel better about a settlement when negotiations involve a progression of concessions.

Accepted Answer

A) True 
 B)False

The objective of both parties in negotiation is to obtain as little of the bargaining zone as possible.

Concession making

What are the strategies for responding to hardball tactics?

Hardball tactics are infallible if used properly.

Parties feel better about a settlement when negotiations involve a progression of concessions.

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

The objective of both parties in negotiation is to obtain as little of the bargaining zone as possible.

Concession making

What are the strategies for responding to hardball tactics?

Hardball tactics are infallible if used properly.

Parties feel better about a settlement when negotiations involve a progression of concessions.

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