Exam 2: Strategy and Tactics of Distributive Bargaining

When acting as if the decision to close the deal has already been made,the negotiator is using the ____________ ____________ ____________ method of closing the agreement.

Hardball tactics are infallible if used properly.

The target point is the

A public commitment statement means that the wider the audience,the less likely the commitment will be changed.

To communicate the most effective message,a negotiator should try to send a consistent message through both an opening ____________ and an opening __________.

Channeling all communication through a ____________ ____________ reduces inadvertent revelation of information.

Commitments exchange ____________ for certainty of action.

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

A party changing his or her position after a commitment should be given every opportunity to retreat with __________.

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

Disruptive action tactics can cause

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

The opening stance is

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

If one side is not prepared to make concessions,either the other must ____________ or the negotiations will __________.

What statement about concessions is false?

List several information sources one can use to indirectly assess the other party's resistance point.

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

The best response to the chicken tactic is to challenge the other party by responding with one's own chicken tactic,thereby calling the other's bluff.

Define selective presentation.