Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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 favorable to the presenter than those that currently exist.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

Concession making indicates an acknowled

Question 4

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

The answer of Whether or not one or both parties...

Question 6

What are the three properties of commitment statements?

Accepted Answer

A high degree of fin

Question 7

Aggressive behavior tactics include

Accepted Answer

A)  the relentless push for further concessions. 
B)  asking for the best offer early in negotiations. 
C)  asking the other party to explain and justify their proposals item by item. 
D)  forcing the other side to make many concessions to reach an agreement. 
E)  Aggressive behavior tactics include all of the above. 
A)  the relentless push for further concessions. 
B)  asking for the best offer early in negotiations. 
C)  asking the other party to explain and justify their proposals item by item. 
D)  forcing the other side to make many concessions to reach an agreement. 
E)  Aggressive behavior tactics include all of the above.

Question 8

Skilled negotiators may

Accepted Answer

A)  suggest different forms of a potential settlement that are worth about the same to them. 
B)  recognize that not all issues are worth the same amount to both parties. 
C)  frequently save a final small concession for near the end of the negotiation to "sweeten" the deal. 
D)  make the last concession substantial to indicate that "this is the last offer". 
E)  Skilled negotiators may take all of the above actions. 
A)  suggest different forms of a potential settlement that are worth about the same to them. 
B)  recognize that not all issues are worth the same amount to both parties. 
C)  frequently save a final small concession for near the end of the negotiation to "sweeten" the deal. 
D)  make the last concession substantial to indicate that "this is the last offer". 
E)  Skilled negotiators may take all of the above actions.

Question 9

Distributive bargaining is basically a competition over who is going to get the most of a ____________ __________.

Accepted Answer

The answer of Distributive bargaining is basically a competition over...

Question 10

Define commitment.

Accepted Answer

"Taking of a bargaining positi

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

What are the advantages of adopting a flexible position?

Accepted Answer

Can learn about the other part

Question 14

Selective ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Accepted Answer

The answer of Selective ____________ reduces the likelihood of making...

Question 15

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max

Question 16

The resistance point is established by the ____________ expected from a particular outcome,which is in turn the product of the ____________ and ____________ of an outcome.

Accepted Answer

A)  cost, value, worth 
B)  value, worth, cost 
C)  value, cost and timeliness 
D)  cost, importance, value 
E)  None of the above. 
A)  cost, value, worth 
B)  value, worth, cost 
C)  value, cost and timeliness 
D)  cost, importance, value 
E)  None of the above.

Question 17

A negative bargaining range occurs when:

Accepted Answer

The seller's resista

Question 18

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

Accepted Answer

(1)Plan disruptive a

Question 19

Concession making

Accepted Answer

A)  indicates an acknowledgment of the other party. 
B)  shows a movement toward the other's position. 
C)  implies a recognition of the legitimacy of the other party's position. 
D)  recognizes the other party's position. 
E)  All of the above are characteristics of concession making. 
A)  indicates an acknowledgment of the other party. 
B)  shows a movement toward the other's position. 
C)  implies a recognition of the legitimacy of the other party's position. 
D)  recognizes the other party's position. 
E)  All of the above are characteristics of concession making.

Question 20

Distributive bargaining strategies

Accepted Answer

A)  are the most efficient negotiating strategies to use. 
B)  are used in all interdependent relationships. 
C)  are useful in maintaining long term relationships. 
D)  can cause negotiators to ignore what the parties have in common. 
E)  None of the above describes distributive bargaining strategies. 
A)  are the most efficient negotiating strategies to use. 
B)  are used in all interdependent relationships. 
C)  are useful in maintaining long term relationships. 
D)  can cause negotiators to ignore what the parties have in common. 
E)  None of the above describes distributive bargaining strategies.

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

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 favorable to the presenter than those that currently exist.

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

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

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

What are the three properties of commitment statements?

Aggressive behavior tactics include

Skilled negotiators may

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

Define commitment.

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

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

What are the advantages of adopting a flexible position?

Selective ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

List two situations when distributive bargaining strategies are useful.

The resistance point is established by the expected from a particular outcome,which is in turn the product of the and of an outcome.

A negative bargaining range occurs when:

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

Concession making

Distributive bargaining strategies

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception,Cognition,and Emotion

Communication

Finding and Using Negotiation Power

Ethics in Negotiation

Relationships in Negotiation

Multiple Parties and Teams

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

Exam 2: Strategy and Tactics of Distributive Bargaining

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

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 favorable to the presenter than those that currently exist.

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

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

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

What are the three properties of commitment statements?

Aggressive behavior tactics include

Skilled negotiators may

Distributive bargaining is basically a competition over who is going to get the most of a ____________ __________.

Define commitment.

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

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

What are the advantages of adopting a flexible position?

Selective ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

List two situations when distributive bargaining strategies are useful.

The resistance point is established by the ____________ expected from a particular outcome,which is in turn the product of the ____________ and ____________ of an outcome.

A negative bargaining range occurs when:

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

Concession making

Distributive bargaining strategies

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception,Cognition,and Emotion

Communication

Finding and Using Negotiation Power

Ethics in Negotiation

Relationships in Negotiation

Multiple Parties and Teams

International and Cross-Cultural Negotiation

Best Practices in Negotiations

Filters

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

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

The resistance point is established by the expected from a particular outcome,which is in turn the product of the and of an outcome.