Question 1

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

Accepted Answer

Concession making indicates an acknowled

Question 2

Ignoring a hardball tactic always gives the appearance of a weak response

Accepted Answer

A) True 
 B)False

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

Define selective presentation.

Accepted Answer

Negotiators reveal o

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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

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

The "snow job" tactic occurs when:

Accepted Answer

A)  negotiators overwhelm the other party with too much information 
B)  negotiations refuse to offer concessions 
C)  it's cold outside 
D)  the other party acts cool and aloof 
A)  negotiators overwhelm the other party with too much information 
B)  negotiations refuse to offer concessions 
C)  it's cold outside 
D)  the other party acts cool and aloof

Question 9

All of the following actions are possible after the first round of offers, except:

Accepted Answer

A)  make a revised first round offer 
B)  hold firm 
C)  make some concessions 
D)  insist on the original position 
A)  make a revised first round offer 
B)  hold firm 
C)  make some concessions 
D)  insist on the original position

Question 10

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 11

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?

Accepted Answer

A)  Bogey 
B)  Good Cop/Bad Cop 
C)  Lowball/Highball 
D)  The Nibble 
A)  Bogey 
B)  Good Cop/Bad Cop 
C)  Lowball/Highball 
D)  The Nibble

Question 13

Define distributive bargaining.

Accepted Answer

A competition over who is goin

Question 14

To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and stance.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A)  progression of concessions. 
B)  single round of concessions. 
C)  immediate settlement. 
D)  fait accompli. 
A)  progression of concessions. 
B)  single round of concessions. 
C)  immediate settlement. 
D)  fait accompli.

Question 16

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

Accepted Answer

A)  undefined. 
B)  near. 
C)  past. 
D)  flexible. 
A)  undefined. 
B)  near. 
C)  past. 
D)  flexible.

Question 17

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 18

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

Accepted Answer

A) True 
 B)False

Question 19

An effective strategy for dealing with intimidation is to use a team to negotiate with the other party.

Accepted Answer

A) True 
 B)False

Question 20

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

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

Ignoring a hardball tactic always gives the appearance of a weak response

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

Define selective presentation.

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

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

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.

The "snow job" tactic occurs when:

All of the following actions are possible after the first round of offers, except:

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

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?

Define distributive bargaining.

To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and stance.

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

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

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.

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

An effective strategy for dealing with intimidation is to use a team to negotiate with the other party.

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

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

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

Ignoring a hardball tactic always gives the appearance of a weak response

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

Define selective presentation.

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

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

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.

The "snow job" tactic occurs when:

All of the following actions are possible after the first round of offers, except:

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

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?

Define distributive bargaining.

To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and stance.

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

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

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.

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

An effective strategy for dealing with intimidation is to use a team to negotiate with the other party.

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

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