Question 1

Hardball tactics are designed to

Accepted Answer

A)  be used primarily against powerful negotiators. 
B)  clarify the user's adherence to a distributive bargaining approach. 
C)  pressure targeted parties to do things they would not otherwise do. 
D)  eliminate risk for the person using the tactic. 
E)  Hardball tactics are designed to accomplish all of the above. 
A)  be used primarily against powerful negotiators. 
B)  clarify the user's adherence to a distributive bargaining approach. 
C)  pressure targeted parties to do things they would not otherwise do. 
D)  eliminate risk for the person using the tactic. 
E)  Hardball tactics are designed to accomplish all of the above.

Question 2

Good distributive bargainers will

Accepted Answer

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

Question 3

The bargaining range is defined by

Accepted Answer

A)  the opening stance and the initial concession. 
B)  the initial round of concessions. 
C)  the bargaining mix and the opening stance. 
D)  the opening offer and the counteroffer. 
E)  The bargaining range is defined by all of the above. 
A)  the opening stance and the initial concession. 
B)  the initial round of concessions. 
C)  the bargaining mix and the opening stance. 
D)  the opening offer and the counteroffer. 
E)  The bargaining range is defined by all of the above.

Question 4

Although disruptive action tactics can work,they may also produce ____________ and escalation of __________.

Accepted Answer

The answer of Although disruptive action tactics can work,they may...

Question 5

List ways to prevent the other party from establishing a committed position.

Accepted Answer

Deny them the opportunity to take the ti

Question 6

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 7

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Define bargaining mix.

Accepted Answer

The packag

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

The package of issues for negotiation is the ____________ __________.

Accepted Answer

The answer of The package of issues for negotiation is...

Question 12

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

Accepted Answer

A)  the negotiator is reaching the fatigue point. 
B)  the resistance point is being reached. 
C)  the concession maker's position is weakening. 
D)  the negotiator has passed the resistance point. 
E)  None of the above. 
A)  the negotiator is reaching the fatigue point. 
B)  the resistance point is being reached. 
C)  the concession maker's position is weakening. 
D)  the negotiator has passed the resistance point. 
E)  None of the above.

Question 13

Define calculated incompetence.

Accepted Answer

The negotiating agent is not g

Question 14

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

Accepted Answer

Firmness: an extreme original offer,a de

Question 15

How can a negotiation that begins with a negative bargaining range be resolved?

Accepted Answer

If one or both parties are per

Question 16

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

Accepted Answer

A) True 
 B)False

Hardball tactics are designed to

Good distributive bargainers will

The bargaining range is defined by

Although disruptive action tactics can work,they may also produce __ and escalation of .

List ways to prevent the other party from establishing a committed position.

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

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

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

Define bargaining mix.

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

The package of issues for negotiation is the __ .

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

Define calculated incompetence.

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

How can a negotiation that begins with a negative bargaining range be resolved?

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

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

Hardball tactics are designed to

Good distributive bargainers will

The bargaining range is defined by

Although disruptive action tactics can work,they may also produce ____________ and escalation of __________.

List ways to prevent the other party from establishing a committed position.

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

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

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

Define bargaining mix.

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

The package of issues for negotiation is the ____________ __________.

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

Define calculated incompetence.

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

How can a negotiation that begins with a negative bargaining range be resolved?

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

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

Although disruptive action tactics can work,they may also produce __ and escalation of .

The package of issues for negotiation is the __ .