Question 1

When successive concessions get smaller, the most obvious message is that:

Accepted Answer

A)  the resistance point is being reached. 
B)  the negotiator has passed the resistance point. 
C)  the negotiator is reaching the fatigue point. 
D)  the concession maker's position is weakening. 
A)  the resistance point is being reached. 
B)  the negotiator has passed the resistance point. 
C)  the negotiator is reaching the fatigue point. 
D)  the concession maker's position is weakening.

Question 2

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategy and tactics they employ.

Accepted Answer

A) True 
 B)False

Question 3

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 4

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

Accepted Answer

(1) Assess the other party's outcome val

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

The objective of both parties in distributive bargaining is to obtain as much of what as possible?

Accepted Answer

A)  Bargaining mix 
B)  Resistance point 
C)  Bargaining range 
D)  Target point 
A)  Bargaining mix 
B)  Resistance point 
C)  Bargaining range 
D)  Target point

Question 7

Concealment is the most general screening activity.

Accepted Answer

A) True 
 B)False

Question 8

The spread between the resistance points is called the bargaining agreement.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Which of the following hardball tactics pretends that an issue of little or no importance to them is really quite important?

Accepted Answer

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

Question 11

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 12

It is important to signal to the other party with either behaviour or words that the concessions are almost over.

Accepted Answer

A) True 
 B)False

Question 13

To encourage further concessions from the other side, negotiators sometimes link their concessions to a prior concession made by the other.

Accepted Answer

A) True 
 B)False

Question 14

Hardball tactics work most effectively against powerful, well-prepared negotiators.

Accepted Answer

A) True 
 B)False

Question 15

A small concession late in negotiations may indicate that there is little room left to move.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

It may be summarily rejected b

Question 17

What characteristics of the original offer, opening stance and opening concession signal a position of firmness? Of flexibility?

Accepted Answer

Firmness: an extreme original offer, a d

Question 18

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 19

If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

Accepted Answer

A) True 
 B)False

Question 20

What are the three ways to manipulate the costs of delay in negotiation?

Accepted Answer

(1) Plan disruptive

When successive concessions get smaller, the most obvious message is that:

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategy and tactics they employ.

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

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

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

The objective of both parties in distributive bargaining is to obtain as much of what as possible?

Concealment is the most general screening activity.

The spread between the resistance points is called the bargaining agreement.

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

Which of the following hardball tactics pretends that an issue of little or no importance to them is really quite important?

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

It is important to signal to the other party with either behaviour or words that the concessions are almost over.

To encourage further concessions from the other side, negotiators sometimes link their concessions to a prior concession made by the other.

Hardball tactics work most effectively against powerful, well-prepared negotiators.

A small concession late in negotiations may indicate that there is little room left to move.

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

What characteristics of the original offer, opening stance and opening concession signal a position of firmness? Of flexibility?

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

If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

What are the three ways to manipulate the costs of delay in negotiation?

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

When successive concessions get smaller, the most obvious message is that:

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategy and tactics they employ.

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

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

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

The objective of both parties in distributive bargaining is to obtain as much of what as possible?

Concealment is the most general screening activity.

The spread between the resistance points is called the bargaining agreement.

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

Which of the following hardball tactics pretends that an issue of little or no importance to them is really quite important?

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

It is important to signal to the other party with either behaviour or words that the concessions are almost over.

To encourage further concessions from the other side, negotiators sometimes link their concessions to a prior concession made by the other.

Hardball tactics work most effectively against powerful, well-prepared negotiators.

A small concession late in negotiations may indicate that there is little room left to move.

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

What characteristics of the original offer, opening stance and opening concession signal a position of firmness? Of flexibility?

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

If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

What are the three ways to manipulate the costs of delay in negotiation?

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