Question 1

Describe the use of emotional reaction.

Accepted Answer

Another form of direct action

Question 2

Aggressive tactics include a relentless push for further concessions.

Accepted Answer

A) True 
 B)False

Question 3

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 4

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

Accepted Answer

A) True 
 B)False

Question 5

Negotiations that begin with a negative bargaining range are likely to stalemate.

Accepted Answer

A) True 
 B)False

Question 6

The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set what kind of a resistance point?

Accepted Answer

A)  High 
B)  Low 
C)  Extreme 
D)  Modest 
A)  High 
B)  Low 
C)  Extreme 
D)  Modest

Question 7

What are the advantages of adopting a flexible position?

Accepted Answer

Can learn about the other part

Question 8

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 9

The opening stance is:

Accepted Answer

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

Question 10

Aggressive tactics include pushing for further concessions, asking for the best offer early, and asking the other party to explain and justify his or her proposals item by item.

Accepted Answer

A) True 
 B)False

Question 11

The target point is the

Accepted Answer

A)  point at which a negotiator would like to conclude negotiations. 
B)  first offer a negotiator quotes to his opponent. 
C)  negotiator's bottom line. 
D)  initial price set by the seller. 
A)  point at which a negotiator would like to conclude negotiations. 
B)  first offer a negotiator quotes to his opponent. 
C)  negotiator's bottom line. 
D)  initial price set by the seller.

Question 12

A(n) contains an extremely tight deadline to pressure the other party to agree quickly.

Accepted Answer

A)  snow job 
B)  incompetent concession 
C)  sweet deal 
D)  exploding offer 
A)  snow job 
B)  incompetent concession 
C)  sweet deal 
D)  exploding offer

Question 13

Starting points (or initial offers)

Accepted Answer

A)  are not known to the other party. 
B)  are usually contained in the opening statements each negotiator makes. 
C)  are given up as concessions are made. 
D)  are usually learned or inferred as negotiations get under way. 
A)  are not known to the other party. 
B)  are usually contained in the opening statements each negotiator makes. 
C)  are given up as concessions are made. 
D)  are usually learned or inferred as negotiations get under way.

Question 14

Define BATNA.

Accepted Answer

Best Alter

Question 15

Splitting the difference is perhaps the least popular closing tactic.

Accepted Answer

A) True 
 B)False

Question 16

Distributive bargaining is basically a competition over who is going to get the most of a limited resource.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Hardball tactics are infallible if used properly.

Accepted Answer

A) True 
 B)False

Question 19

All of the following are true regarding the making of concessions in a negotiation, except:

Accepted Answer

A)  Concessions show a movement toward the other's position. 
B)  Concessions are a statement of the failure to recognize the other party's position. 
C)  Concessions imply a recognition of the legitimacy of the other party's position. 
D)  Concessions indicate an acknowledgment of the other party's objectives. 
A)  Concessions show a movement toward the other's position. 
B)  Concessions are a statement of the failure to recognize the other party's position. 
C)  Concessions imply a recognition of the legitimacy of the other party's position. 
D)  Concessions indicate an acknowledgment of the other party's objectives.

Question 20

The less the other party values an issue, the lower his or her resistance point will be.

Accepted Answer

A) True 
 B)False

Describe the use of emotional reaction.

Aggressive tactics include a relentless push for further concessions.

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

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

Negotiations that begin with a negative bargaining range are likely to stalemate.

The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set what kind of a resistance point?

What are the advantages of adopting a flexible position?

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.

The opening stance is:

Aggressive tactics include pushing for further concessions, asking for the best offer early, and asking the other party to explain and justify his or her proposals item by item.

The target point is the

A(n) contains an extremely tight deadline to pressure the other party to agree quickly.

Starting points (or initial offers)

Define BATNA.

Splitting the difference is perhaps the least popular closing tactic.

Distributive bargaining is basically a competition over who is going to get the most of a limited resource.

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

Hardball tactics are infallible if used properly.

All of the following are true regarding the making of concessions in a negotiation, except:

The less the other party values an issue, the lower his or her resistance point will be.

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

Exam 2: Strategy and Tactics of Distributive Bargaining

Describe the use of emotional reaction.

Aggressive tactics include a relentless push for further concessions.

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

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

Negotiations that begin with a negative bargaining range are likely to stalemate.

The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set what kind of a resistance point?

What are the advantages of adopting a flexible position?

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.

The opening stance is:

Aggressive tactics include pushing for further concessions, asking for the best offer early, and asking the other party to explain and justify his or her proposals item by item.

The target point is the

A(n) contains an extremely tight deadline to pressure the other party to agree quickly.

Starting points (or initial offers)

Define BATNA.

Splitting the difference is perhaps the least popular closing tactic.

Distributive bargaining is basically a competition over who is going to get the most of a limited resource.

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

Hardball tactics are infallible if used properly.

All of the following are true regarding the making of concessions in a negotiation, except:

The less the other party values an issue, the lower his or her resistance point will be.

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