Question 1

What can happen when one or both parties do not think they got the best agreement possible?

Accepted Answer

One party or the other may try

Question 2

An offer that may have been rejected had it emerged as a result of concession making may be accepted when it is presented as a fait accompli.

Accepted Answer

A) True 
 B)False

Question 3

What are the strategies for responding to hardball tactics?

Accepted Answer

Ignore them, discuss them, respond in ki

Question 4

Schedule manipulation can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

Accepted Answer

A) True 
 B)False

Question 5

The resistance point is the point at which a negotiator would like to conclude negotiations.

Accepted Answer

A) True 
 B)False

Question 6

In a short essay, defend or refute the following statement: "The less the other party values an issue, the higher his or her resistance point will be."

Accepted Answer

The less the other party values an issue

Question 7

Aggressive behaviour tactics include all of the following, except:

Accepted Answer

A)  asking for the best offer at the end of negotiations. 
B)  forcing the other side to make many concessions to reach an agreement. 
C)  asking the other party to explain and justify their proposals item by item. 
D)  the relentless push for further concessions. 
A)  asking for the best offer at the end of negotiations. 
B)  forcing the other side to make many concessions to reach an agreement. 
C)  asking the other party to explain and justify their proposals item by item. 
D)  the relentless push for further concessions.

Question 8

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

Accepted Answer

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

Question 9

The "snow job" tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Accepted Answer

A) True 
 B)False

Question 10

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation, losing the

Question 11

Channelling all communication through a team spokesperson reduces inadvertent revelation of information.

Accepted Answer

A) True 
 B)False

Question 12

What is the simplest way to screen a position?

Accepted Answer

Say and do

Question 13

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Accepted Answer

A) True 
 B)False

Question 14

Good distributive bargainers will:

Accepted Answer

A)  immediately identify the other party's target point. 
B)  accept an offer that is presented as a fait accompli. 
C)  begin negotiations with the other party with an opening offer close to their own resistance point. 
D)  ensure that there is enough room in the bargaining range to make some concessions. 
A)  immediately identify the other party's target point. 
B)  accept an offer that is presented as a fait accompli. 
C)  begin negotiations with the other party with an opening offer close to their own resistance point. 
D)  ensure that there is enough room in the bargaining range to make some concessions.

Question 15

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max

Question 16

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

Accepted Answer

A) True 
 B)False

Question 17

What statement about concessions is false?

Accepted Answer

A)  Concessions are central to negotiations. 
B)  Reciprocating concessions is a haphazard process. 
C)  Concession is another word for adjustments in position. 
D)  Concession making exposes the concession maker to some risk. 
A)  Concessions are central to negotiations. 
B)  Reciprocating concessions is a haphazard process. 
C)  Concession is another word for adjustments in position. 
D)  Concession making exposes the concession maker to some risk.

Question 18

Disruptive action tactics can cause all of the following, except:

Accepted Answer

A)  anger 
B)  mutual satisfaction 
C)  embarrassment 
D)  increased costs 
A)  anger 
B)  mutual satisfaction 
C)  embarrassment 
D)  increased costs

Question 19

A negative bargaining range occurs when:

Accepted Answer

The seller's resista

Question 20

What is expected from a particular outcome when the resistance point is established?

Accepted Answer

A)  Value 
B)  Importance 
C)  Timeliness 
D)  Costs 
A)  Value 
B)  Importance 
C)  Timeliness 
D)  Costs

What can happen when one or both parties do not think they got the best agreement possible?

An offer that may have been rejected had it emerged as a result of concession making may be accepted when it is presented as a fait accompli.

What are the strategies for responding to hardball tactics?

Schedule manipulation can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

The resistance point is the point at which a negotiator would like to conclude negotiations.

In a short essay, defend or refute the following statement: "The less the other party values an issue, the higher his or her resistance point will be."

Aggressive behaviour tactics include all of the following, except:

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

The "snow job" tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

What are the risks involved when using hardball tactics?

Channelling all communication through a team spokesperson reduces inadvertent revelation of information.

What is the simplest way to screen a position?

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Good distributive bargainers will:

List two situations when distributive bargaining strategies are useful.

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

What statement about concessions is false?

Disruptive action tactics can cause all of the following, except:

A negative bargaining range occurs when:

What is expected from a particular outcome when the resistance point is established?

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

What can happen when one or both parties do not think they got the best agreement possible?

An offer that may have been rejected had it emerged as a result of concession making may be accepted when it is presented as a fait accompli.

What are the strategies for responding to hardball tactics?

Schedule manipulation can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

The resistance point is the point at which a negotiator would like to conclude negotiations.

In a short essay, defend or refute the following statement: "The less the other party values an issue, the higher his or her resistance point will be."

Aggressive behaviour tactics include all of the following, except:

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

The "snow job" tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

What are the risks involved when using hardball tactics?

Channelling all communication through a team spokesperson reduces inadvertent revelation of information.

What is the simplest way to screen a position?

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Good distributive bargainers will:

List two situations when distributive bargaining strategies are useful.

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

What statement about concessions is false?

Disruptive action tactics can cause all of the following, except:

A negative bargaining range occurs when:

What is expected from a particular outcome when the resistance point is established?

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