Question 1

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. E

Question 2

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. D

Question 3

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. D

Question 4

What are the disadvantages of making a more extreme opening offer?

Accepted Answer

It may be summarily rejected b

Question 5

Disruptive action tactics can cause

Accepted Answer

A) embarrassment. 
B) increased costs. 
C) anger. 
D) escalation of conflict. 
E) Disruptive action tactics can cause all of the abovE. 
A) embarrassment. 
B) increased costs. 
C) anger. 
D) escalation of conflict. 
E) Disruptive action tactics can cause all of the abovE.

Question 6

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 7

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 8

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 9

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

Accepted Answer

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

Question 10

Commitments exchange ____________ for certainty of action.

Accepted Answer

The answer of Commitments exchange ____________ for certainty of action....

Question 11

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 12

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 13

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

Accepted Answer

A) True 
 B)False

Question 14

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 15

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

Accepted Answer

A) True 
 B)False

Question 16

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.

Accepted Answer

A) True 
 B)False

Question 17

What are the three properties of commitment statements?

Accepted Answer

A high degree of fin

Question 18

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.

Accepted Answer

The answer of Central to planning the strategy and tactics...

Question 19

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 20

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.

Accepted Answer

enhance,de

Concession making

A commitment

Distributive bargaining strategies

What are the disadvantages of making a more extreme opening offer?

Disruptive action tactics can cause

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.

Good distributive bargainers will

The spread between the resistance points is called the __ .

Commitments exchange ____________ for certainty of action.

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

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

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

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

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

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.

What are the three properties of commitment statements?

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's __ .

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

Most hardball tactics are designed to either the appearance of the bargaining position of the person using the tactic or to the appearance of the options available to the other party.

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

Concession making

A commitment

Distributive bargaining strategies

What are the disadvantages of making a more extreme opening offer?

Disruptive action tactics can cause

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.

Good distributive bargainers will

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

Commitments exchange ____________ for certainty of action.

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

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

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

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

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

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.

What are the three properties of commitment statements?

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.

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

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.

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.

The spread between the resistance points is called the __ .

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

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's __ .

Most hardball tactics are designed to either the appearance of the bargaining position of the person using the tactic or to the appearance of the options available to the other party.