Question 1

Which of the following is not a distributive bargaining tactic?

Accepted Answer

A) Estimate the other party's resistance points. 
B) Set your targets high. 
C) Do not make the first offer. 
D) Be willing to walk away. 
A) Estimate the other party's resistance points. 
B) Set your targets high. 
C) Do not make the first offer. 
D) Be willing to walk away. C

Question 2

Distributive negotiation should be the negotiating style of choice when parties are mainly interested in:

Accepted Answer

A) Mutually satisfying outcomes. 
B) Coming to a quick agreement. 
C) Building the relationship. 
D) Claiming the most value for themselves. 
A) Mutually satisfying outcomes. 
B) Coming to a quick agreement. 
C) Building the relationship. 
D) Claiming the most value for themselves. D

Question 3

Asking for more than you expect,using silence,and using time to your advantage are example____________ used in distributive bargaining.

Accepted Answer

A) Tactics. 
B) Strategies. 
C) Positions. 
D) Stages. 
A) Tactics. 
B) Strategies. 
C) Positions. 
D) Stages. A

Question 4

An effective way to gain information and concessions is to respond to the other negotiator's argument or offer with silence.

Accepted Answer

A) True 
 B)False

Question 5

Deceiving and bluffing,and concealing and distorting information are:

Accepted Answer

A) Not commonly used when negotiating distributively. 
B) Common distributive negotiation strategies. 
C) Tactics you can use to help you gather information about the other party. 
D) More commonly used in collaborative negotiations than distributive negotiations. 
A) Not commonly used when negotiating distributively. 
B) Common distributive negotiation strategies. 
C) Tactics you can use to help you gather information about the other party. 
D) More commonly used in collaborative negotiations than distributive negotiations.

Question 6

Aspiration levels are the outcomes that you realistically hope to achieve.

Accepted Answer

A) True 
 B)False

Question 7

When negotiating distributively,the parties are expected to make offers and counteroffers before reaching an agreement.

Accepted Answer

A) True 
 B)False

Question 8

The party that does most of the talking puts the other party at a disadvantage.

Accepted Answer

A) True 
 B)False

Question 9

You increase your negotiating power by not revealing your BATNA.

Accepted Answer

A) True 
 B)False

Question 10

Negotiators who begin with a tough stance and make few early concessions,and later make larger concessions,elicit more concessions from the other party than negotiators who begin with generous concessions and then become tough and unyielding.

Accepted Answer

A) True 
 B)False

Question 11

Why are concessions an important aspect of distributive bargaining?

Accepted Answer

Concessions are important because they r

Question 12

Which of the following is an example of an ethically questionable tactic?

Accepted Answer

A) Selective presentation. 
B) Using time to your advantage. 
C) Refusing to make concessions. 
D) Flinching. 
A) Selective presentation. 
B) Using time to your advantage. 
C) Refusing to make concessions. 
D) Flinching.

Question 13

Saying,"This is the best I can do," or "I cannot move any farther" is an example of:

Accepted Answer

A) A hardball tactic. 
B) Encouragement to continue negotiating. 
C) Nibbling. 
D) A final offer. 
A) A hardball tactic. 
B) Encouragement to continue negotiating. 
C) Nibbling. 
D) A final offer.

Question 14

Providing explanations for your offers is typically more persuasive than providing an emotional appeal.

Accepted Answer

A) True 
 B)False

Question 15

When the other party makes the first offer,and the offer is extreme,negotiators commonly react by:

Accepted Answer

A) Countering with an equally extreme offer. 
B) Adhering more strongly to our initial offer. 
C) Thinking that their initial offer was too optimistic,and revising it to be less favorable to themselves. 
D) Countering with a more extreme offer. 
A) Countering with an equally extreme offer. 
B) Adhering more strongly to our initial offer. 
C) Thinking that their initial offer was too optimistic,and revising it to be less favorable to themselves. 
D) Countering with a more extreme offer.

Question 16

Parties are more likely to reveal their BATNAs than their resistance points.

Accepted Answer

A) True 
 B)False

Question 17

What are the benefits of making the first offer?

Accepted Answer

Studies indicate that the party who make

Question 18

Which of the following lists conditions that suggest using distributive negotiation?

Accepted Answer

A) Goals are not in fundamental conflict,relationship is a high priority,resources are not fixed,and trust and cooperation exist. 
B) Goals are in fundamental conflict,the relationship is not a high priority,resources are limited,and trust and cooperation are lacking. 
C) Goals are in fundamental conflict,the relationship is not a high priority,resources are not fixed,and trust and cooperation exist. 
D) Goals are not in fundamental conflict,the relationship is a high priority,resources are fixed,and trust and cooperation are lacking. 
A) Goals are not in fundamental conflict,relationship is a high priority,resources are not fixed,and trust and cooperation exist. 
B) Goals are in fundamental conflict,the relationship is not a high priority,resources are limited,and trust and cooperation are lacking. 
C) Goals are in fundamental conflict,the relationship is not a high priority,resources are not fixed,and trust and cooperation exist. 
D) Goals are not in fundamental conflict,the relationship is a high priority,resources are fixed,and trust and cooperation are lacking.

Question 19

"You must reduce shipment costs by $10 per package or we will give our business to your competitor." This is an example of:

Accepted Answer

A) A commitment. 
B) A distributive tactic. 
C) A dirty trick. 
D) An appeal to a norm of fairness. 
A) A commitment. 
B) A distributive tactic. 
C) A dirty trick. 
D) An appeal to a norm of fairness.

Question 20

_______ are the primary focus of distributive bargainers.

Accepted Answer

A) Resistance points. 
B) Positions. 
C) Target points. 
D) Tactics. 
A) Resistance points. 
B) Positions. 
C) Target points. 
D) Tactics.

Which of the following is not a distributive bargaining tactic?

Distributive negotiation should be the negotiating style of choice when parties are mainly interested in:

Asking for more than you expect,using silence,and using time to your advantage are example____________ used in distributive bargaining.

An effective way to gain information and concessions is to respond to the other negotiator's argument or offer with silence.

Deceiving and bluffing,and concealing and distorting information are:

Aspiration levels are the outcomes that you realistically hope to achieve.

When negotiating distributively,the parties are expected to make offers and counteroffers before reaching an agreement.

The party that does most of the talking puts the other party at a disadvantage.

You increase your negotiating power by not revealing your BATNA.

Negotiators who begin with a tough stance and make few early concessions,and later make larger concessions,elicit more concessions from the other party than negotiators who begin with generous concessions and then become tough and unyielding.

Why are concessions an important aspect of distributive bargaining?

Which of the following is an example of an ethically questionable tactic?

Saying,"This is the best I can do," or "I cannot move any farther" is an example of:

Providing explanations for your offers is typically more persuasive than providing an emotional appeal.

When the other party makes the first offer,and the offer is extreme,negotiators commonly react by:

Parties are more likely to reveal their BATNAs than their resistance points.

What are the benefits of making the first offer?

Which of the following lists conditions that suggest using distributive negotiation?

"You must reduce shipment costs by $10 per package or we will give our business to your competitor." This is an example of:

_______ are the primary focus of distributive bargainers.

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

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Exam 3: Distributive Bargaining: A Strategy for Claiming Value

Which of the following is not a distributive bargaining tactic?

Distributive negotiation should be the negotiating style of choice when parties are mainly interested in:

Asking for more than you expect,using silence,and using time to your advantage are example____________ used in distributive bargaining.

An effective way to gain information and concessions is to respond to the other negotiator's argument or offer with silence.

Deceiving and bluffing,and concealing and distorting information are:

Aspiration levels are the outcomes that you realistically hope to achieve.

When negotiating distributively,the parties are expected to make offers and counteroffers before reaching an agreement.

The party that does most of the talking puts the other party at a disadvantage.

You increase your negotiating power by not revealing your BATNA.

Negotiators who begin with a tough stance and make few early concessions,and later make larger concessions,elicit more concessions from the other party than negotiators who begin with generous concessions and then become tough and unyielding.

Why are concessions an important aspect of distributive bargaining?

Which of the following is an example of an ethically questionable tactic?

Saying,"This is the best I can do," or "I cannot move any farther" is an example of:

Providing explanations for your offers is typically more persuasive than providing an emotional appeal.

When the other party makes the first offer,and the offer is extreme,negotiators commonly react by:

Parties are more likely to reveal their BATNAs than their resistance points.

What are the benefits of making the first offer?

Which of the following lists conditions that suggest using distributive negotiation?

"You must reduce shipment costs by $10 per package or we will give our business to your competitor." This is an example of:

_______ are the primary focus of distributive bargainers.

The Nature of Negotiation: What it is and Why it Matters

Preparation: Building the Foundation for Negotiating

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters