Question 1

Determining positions,and setting reservation prices and target points should all take place during:

Accepted Answer

A) Your first negotiation session with the other party. 
B) The strategic planning stage of the negotiation. 
C) The strategy implementation stage of the negotiation. 
D) Your final negotiation session with the other party. 
A) Your first negotiation session with the other party. 
B) The strategic planning stage of the negotiation. 
C) The strategy implementation stage of the negotiation. 
D) Your final negotiation session with the other party.

Question 2

Adjustments or reductions to demands are called:

Accepted Answer

A) Compromises. 
B) Bargaining. 
C) Concessions. 
D) Aspiration levels. 
A) Compromises. 
B) Bargaining. 
C) Concessions. 
D) Aspiration levels.

Question 3

Most people bargain collaboratively.

Accepted Answer

A) True 
 B)False

Question 4

The more attractive your BATNA is,the harder it is for you to walk away from the negotiation without reaching agreement.

Accepted Answer

A) True 
 B)False

Question 5

Which one of the following responses is not an example of an equality fairness norm ?

Accepted Answer

A) Relationship goals. 
B) Personal development goals. 
C) Ongoing relationships. 
D) Allocating rewards. 
A) Relationship goals. 
B) Personal development goals. 
C) Ongoing relationships. 
D) Allocating rewards.

Question 6

Distributive bargaining ____________ form of negotiation.

Accepted Answer

A) Win-win. 
B) Lose-win. 
C) Win-lose. 
D) Lose-lose. 
A) Win-win. 
B) Lose-win. 
C) Win-lose. 
D) Lose-lose.

Question 7

Bogey,good cop-bad cop and lowball-highball are examples of:

Accepted Answer

A) Dirty strategies. 
B) Dirty tricks 
C) Bargaining power. 
D) Positions. 
A) Dirty strategies. 
B) Dirty tricks 
C) Bargaining power. 
D) Positions.

Question 8

What is a "commitment?" Discuss some of the benefits of and drawbacks to making commitments.

Accepted Answer

A commitment is a strong position combin

Determining positions,and setting reservation prices and target points should all take place during:

Adjustments or reductions to demands are called:

Most people bargain collaboratively.

The more attractive your BATNA is,the harder it is for you to walk away from the negotiation without reaching agreement.

Which one of the following responses is not an example of an equality fairness norm ?

Distributive bargaining ____________ form of negotiation.

Bogey,good cop-bad cop and lowball-highball are examples of:

What is a "commitment?" Discuss some of the benefits of and drawbacks to making commitments.

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

Exam 3: Distributive Bargaining: A Strategy for Claiming Value

Determining positions,and setting reservation prices and target points should all take place during:

Adjustments or reductions to demands are called:

Most people bargain collaboratively.

The more attractive your BATNA is,the harder it is for you to walk away from the negotiation without reaching agreement.

Which one of the following responses is not an example of an equality fairness norm ?

Distributive bargaining ____________ form of negotiation.

Bogey,good cop-bad cop and lowball-highball are examples of:

What is a "commitment?" Discuss some of the benefits of and drawbacks to making commitments.

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