Question 1

Starting points

Accepted Answer

A)  are usually contained in the opening statements each negotiator makes. 
B)  are usually learned or inferred as negotiations get under way. 
C)  are not known to the other party. 
D)  are given up as concessions are made. 
E)  None of the above describes starting points. 
A)  are usually contained in the opening statements each negotiator makes. 
B)  are usually learned or inferred as negotiations get under way. 
C)  are not known to the other party. 
D)  are given up as concessions are made. 
E)  None of the above describes starting points.

Question 2

Negotiators who make threats

Accepted Answer

A)  are perceived as more powerful than negotiators who do not use threats. 
B)  receive higher outcomes than negotiators who do not use threats. 
C)  are perceived as more cooperative in distributive negotiations. 
D)  should use detailed, complex statements of demands, conditions and consequences. 
E)  All of the above describe negotiators who make threats. 
A)  are perceived as more powerful than negotiators who do not use threats. 
B)  receive higher outcomes than negotiators who do not use threats. 
C)  are perceived as more cooperative in distributive negotiations. 
D)  should use detailed, complex statements of demands, conditions and consequences. 
E)  All of the above describe negotiators who make threats.

Question 3

What are the strategies for responding to hardball tactics?

Accepted Answer

Ignore them,discuss them,respond in kind

Question 4

Why is it advantageous to make an extreme opening offer?

Accepted Answer

Gives more room for movement in negotiat

Question 5

To prevent the other party from establishing a committed position,a negotiator could

Accepted Answer

A)  give them the opportunity to evaluate the matter fully. 
B)  acknowledge the other's commitment. 
C)  reiterate the commitment. 
D)  make a joke about the commitment. 
E)  None of the above should be used to prevent the other party from establishing a committed position. 
A)  give them the opportunity to evaluate the matter fully. 
B)  acknowledge the other's commitment. 
C)  reiterate the commitment. 
D)  make a joke about the commitment. 
E)  None of the above should be used to prevent the other party from establishing a committed position.

Question 6

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Accepted Answer

The answer of The ____________ ____________ is the point beyond...

Question 7

Anything outside the bargaining range will be summarily rejected by one of the negotiators.

Accepted Answer

A) True 
 B)False

Question 8

The spread between the resistance points is called the ____________ __________.

Accepted Answer

The answer of The spread between the resistance points is...

Question 9

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 10

A large majority of agreements in distributive bargaining are reached when the deadline is

Accepted Answer

A)  near. 
B)  flexible. 
C)  past. 
D)  undefined. 
E)  None of the above. 
A)  near. 
B)  flexible. 
C)  past. 
D)  undefined. 
E)  None of the above.

Question 11

Define distributive bargaining.

Accepted Answer

A competition over w

Question 12

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Accepted Answer

A) True 
 B)False

Question 13

A commitment statement should have

Accepted Answer

A)  a low degree of finality. 
B)  a high degree of specificity. 
C)  an indefinite statement of consequences. 
D)  a high degree of emotionality. 
E)  None of the above should be included in a commitment statement. 
A)  a low degree of finality. 
B)  a high degree of specificity. 
C)  an indefinite statement of consequences. 
D)  a high degree of emotionality. 
E)  None of the above should be included in a commitment statement.

Question 14

Good ____________ is critical for defending against the lowball/highball (or all)hardball tactics.

Accepted Answer

The answer of Good ____________ is critical for defending against...

Question 15

A commitment

Accepted Answer

A)  should not be interpreted as a threat. 
B)  postpones the threat of future action. 
C)  is designed to increase both parties' choices to a portfolio of options. 
D)  removes ambiguity about the actor's intended course of action. 
E)  All of the above. 
A)  should not be interpreted as a threat. 
B)  postpones the threat of future action. 
C)  is designed to increase both parties' choices to a portfolio of options. 
D)  removes ambiguity about the actor's intended course of action. 
E)  All of the above.

Question 16

In some ways,the ultimate weapon in negotiation is to threaten to ____________ __________.

Accepted Answer

terminate

Question 17

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

Accepted Answer

A)  Bargaining range 
B)  Resistance point 
C)  Target point 
D)  Bargaining mix 
E)  None of the above. 
A)  Bargaining range 
B)  Resistance point 
C)  Target point 
D)  Bargaining mix 
E)  None of the above.

Question 18

How can a negotiator abandon a committed position?

Accepted Answer

Word the commitment so that the conditio

Question 19

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation,L

Question 20

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

Accepted Answer

(1)Assess the other party's outcome valu

Starting points

Negotiators who make threats

What are the strategies for responding to hardball tactics?

Why is it advantageous to make an extreme opening offer?

To prevent the other party from establishing a committed position,a negotiator could

The is the point beyond which a person will not go and would rather break off negotiations.

Anything outside the bargaining range will be summarily rejected by one of the negotiators.

The spread between the resistance points is called the __ .

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

A large majority of agreements in distributive bargaining are reached when the deadline is

Define distributive bargaining.

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

A commitment statement should have

Good ____________ is critical for defending against the lowball/highball (or all)hardball tactics.

A commitment

In some ways,the ultimate weapon in negotiation is to threaten to __ .

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

How can a negotiator abandon a committed position?

What are the risks involved when using hardball tactics?

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

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

Starting points

Negotiators who make threats

What are the strategies for responding to hardball tactics?

Why is it advantageous to make an extreme opening offer?

To prevent the other party from establishing a committed position,a negotiator could

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Anything outside the bargaining range will be summarily rejected by one of the negotiators.

The spread between the resistance points is called the ____________ __________.

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

A large majority of agreements in distributive bargaining are reached when the deadline is

Define distributive bargaining.

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

A commitment statement should have

Good ____________ is critical for defending against the lowball/highball (or all)hardball tactics.

A commitment

In some ways,the ultimate weapon in negotiation is to threaten to ____________ __________.

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

How can a negotiator abandon a committed position?

What are the risks involved when using hardball tactics?

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

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

The is the point beyond which a person will not go and would rather break off negotiations.

The spread between the resistance points is called the __ .

In some ways,the ultimate weapon in negotiation is to threaten to __ .