Question 1

Define selective presentation.

Accepted Answer

Negotiators reveal o

Question 2

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 3

Why is it advantageous to make an extreme opening offer?

Accepted Answer

Gives more room for movement in negotiat

Question 4

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 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

What statement about concessions is false?

Accepted Answer

A) Concessions are central to negotiations. 
B) Concessions is another word for adjustments in position. 
C) Concession making exposes the concession maker to some risk. 
D) Reciprocating concessions is a haphazard process. 
E) All of the above statements are truE. 
A) Concessions are central to negotiations. 
B) Concessions is another word for adjustments in position. 
C) Concession making exposes the concession maker to some risk. 
D) Reciprocating concessions is a haphazard process. 
E) All of the above statements are truE.

Question 7

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max

Question 8

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

Accepted Answer

(1)Plan disruptive a

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

What are the advantages of adopting a flexible position?

Accepted Answer

Can learn about the other part

Question 11

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 12

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

Accepted Answer

A) True 
 B)False

Question 13

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Accepted Answer

A) True 
 B)False

Question 14

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 15

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

Accepted Answer

A) True 
 B)False

Question 16

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 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

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

Accepted Answer

The answer of When acting as if the decision to...

Question 20

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.

Define selective presentation.

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

Why is it advantageous to make an extreme opening offer?

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.

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

What statement about concessions is false?

List two situations when distributive bargaining strategies are useful.

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

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

What are the advantages of adopting a flexible position?

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

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

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Starting points

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

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.

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

Skilled negotiators may

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 designed to

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

Define selective presentation.

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

Why is it advantageous to make an extreme opening offer?

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.

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

What statement about concessions is false?

List two situations when distributive bargaining strategies are useful.

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

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

What are the advantages of adopting a flexible position?

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

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

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Starting points

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

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.

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

Skilled negotiators may

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 designed to

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

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

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