Question 1

Distributive bargaining strategies:

Accepted Answer

A)  are the most efficient negotiating strategies to use. 
B)  are useful in maintaining long term relationships. 
C)  can cause negotiators to ignore what the parties have in common. 
D)  are used in all interdependent relationships. 
A)  are the most efficient negotiating strategies to use. 
B)  are useful in maintaining long term relationships. 
C)  can cause negotiators to ignore what the parties have in common. 
D)  are used in all interdependent relationships. C

Question 2

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point.

Accepted Answer

A) True 
 B)False  True

Question 3

Hardball tactics can be handled by discussing or ignoring them.

Accepted Answer

A) True 
 B)False  False

Question 4

The most popular closing tactic is:

Accepted Answer

A)  assume the close 
B)  sweeteners 
C)  the exploding offer 
D)  split the difference 
A)  assume the close 
B)  sweeteners 
C)  the exploding offer 
D)  split the difference

Question 5

How can a negotiation that begins with a negative bargaining range be resolved?

Accepted Answer

If one or both parties are per

Question 6

Alternatives are important because they give the negotiator the power to walk away from any negotiation when the emerging deal is not very good.

Accepted Answer

A) True 
 B)False

Question 7

Why is it advantageous to make an extreme opening offer?

Accepted Answer

Gives more room for movement in negotiat

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Hardball tactics are designed to:

Accepted Answer

A)  pressure targeted parties to do things they would not otherwise do. 
B)  eliminate risk for the person using the tactic. 
C)  clarify the user's adherence to a distributive bargaining approach. 
D)  be used primarily against powerful negotiators. 
A)  pressure targeted parties to do things they would not otherwise do. 
B)  eliminate risk for the person using the tactic. 
C)  clarify the user's adherence to a distributive bargaining approach. 
D)  be used primarily against powerful negotiators.

Question 11

The resistance point is the point beyond which a person will not go and would rather break off negotiations.

Accepted Answer

A) True 
 B)False

Question 12

Each party's resistance point is openly stated at the conclusion of negotiations.

Accepted Answer

A) True 
 B)False

Question 13

The bargaining range is defined by:

Accepted Answer

A)  the opening stance and the initial concession. 
B)  the bargaining mix and the opening stance. 
C)  the initial round of concessions. 
D)  the opening offer and the counteroffer. 
A)  the opening stance and the initial concession. 
B)  the bargaining mix and the opening stance. 
C)  the initial round of concessions. 
D)  the opening offer and the counteroffer.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

The "snow job" tactic occurs when negotiators give the other party too little information.

Accepted Answer

A) True 
 B)False

Question 16

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 17

"The higher the other party's estimate of your cost of delay or impasse, the stronger the other party's resistance point will be." Explain.

Accepted Answer

If the other party sees that you need a

Question 18

The more attractive the other party's alternatives, the more likely he or she will be to maintain a low resistance point.

Accepted Answer

A) True 
 B)False

Question 19

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 20

Define calculated incompetence.

Accepted Answer

The negotiating agent is not g

Distributive bargaining strategies:

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point.

Hardball tactics can be handled by discussing or ignoring them.

The most popular closing tactic is:

How can a negotiation that begins with a negative bargaining range be resolved?

Alternatives are important because they give the negotiator the power to walk away from any negotiation when the emerging deal is not very good.

Why is it advantageous to make an extreme opening offer?

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

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

Hardball tactics are designed to:

The resistance point is the point beyond which a person will not go and would rather break off negotiations.

Each party's resistance point is openly stated at the conclusion of negotiations.

The bargaining range is defined by:

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

The "snow job" tactic occurs when negotiators give the other party too little information.

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

"The higher the other party's estimate of your cost of delay or impasse, the stronger the other party's resistance point will be." Explain.

The more attractive the other party's alternatives, the more likely he or she will be to maintain a low resistance point.

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

Define calculated incompetence.

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 and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

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Exam 2: Strategy and Tactics of Distributive Bargaining

Distributive bargaining strategies:

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point.

Hardball tactics can be handled by discussing or ignoring them.

The most popular closing tactic is:

How can a negotiation that begins with a negative bargaining range be resolved?

Alternatives are important because they give the negotiator the power to walk away from any negotiation when the emerging deal is not very good.

Why is it advantageous to make an extreme opening offer?

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

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

Hardball tactics are designed to:

The resistance point is the point beyond which a person will not go and would rather break off negotiations.

Each party's resistance point is openly stated at the conclusion of negotiations.

The bargaining range is defined by:

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

The "snow job" tactic occurs when negotiators give the other party too little information.

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

"The higher the other party's estimate of your cost of delay or impasse, the stronger the other party's resistance point will be." Explain.

The more attractive the other party's alternatives, the more likely he or she will be to maintain a low resistance point.

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

Define calculated incompetence.

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 and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters