Question 1

Another way to strengthen a commitment is to ____________ with one or more allies.

Accepted Answer

The answer of Another way to strengthen a commitment is...

Question 2

Negotiators who make threats

Accepted Answer

A)  are perceived as more powerful than negotiators who do not use threats. 
B)  receive higher outcomes than negotiators who do not use threats. 
C)  are perceived as more cooperative in distributive negotiations. 
D)  should use detailed, complex statements of demands, conditions and consequences. 
E)  All of the above describe negotiators who make threats. 
A)  are perceived as more powerful than negotiators who do not use threats. 
B)  receive higher outcomes than negotiators who do not use threats. 
C)  are perceived as more cooperative in distributive negotiations. 
D)  should use detailed, complex statements of demands, conditions and consequences. 
E)  All of the above describe negotiators who make threats.

Question 3

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

Accepted Answer

If one or both parties are per

Question 4

Channeling all communication through a ____________ ____________ reduces inadvertent revelation of information.

Accepted Answer

The answer of Channeling all communication through a ____________ ____________...

Question 5

How can a negotiator abandon a committed position?

Accepted Answer

Word the commitment so that the conditio

Question 6

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.

Question 7

____________ ____________ 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 ____________ ____________ reduces the likelihood of making...

Question 8

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 9

Parties feel better about a settlement when negotiations involve a(n)

Accepted Answer

A)  immediate settlement. 
B)  single round of concessions. 
C)  progression of concessions. 
D)  fait accompli. 
E)  All of the above. 
A)  immediate settlement. 
B)  single round of concessions. 
C)  progression of concessions. 
D)  fait accompli. 
E)  All of the above.

Question 10

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, d

Question 11

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 12

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 13

What are the strategies for responding to hardball tactics?

Accepted Answer

ignore them, discuss them, respond in ki

Question 14

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 15

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Accepted Answer

The answer of The ____________ ____________ is the point beyond...

Question 16

The negotiator's basic strategy is to

Accepted Answer

A)  get information about the opposition and its positions. 
B)  reach the final settlement as close to the other's resistance point as possible. 
C)  convince members of the other party to change their minds about their ability to achieve their own goals. 
D)  promote his or her own objectives as desirable, necessary, and inevitable. 
E)  All of the above. 
A)  get information about the opposition and its positions. 
B)  reach the final settlement as close to the other's resistance point as possible. 
C)  convince members of the other party to change their minds about their ability to achieve their own goals. 
D)  promote his or her own objectives as desirable, necessary, and inevitable. 
E)  All of the above.

Question 17

____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

Accepted Answer

A) True 
 B)False

Question 18

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 19

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Accepted Answer

The other party may not recognize at fir

Question 20

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.

Another way to strengthen a commitment is to ____________ with one or more allies.

Negotiators who make threats

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

Channeling all communication through a reduces inadvertent revelation of information.

How can a negotiator abandon a committed position?

Concession making

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

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

Parties feel better about a settlement when negotiations involve a(n)

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.

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

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

What are the strategies for responding to hardball tactics?

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

The is the point beyond which a person will not go and would rather break off negotiations.

The negotiator's basic strategy is to

is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

Disruptive action tactics can cause

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Skilled negotiators may

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 2: Strategy and Tactics of Distributive Bargaining

Another way to strengthen a commitment is to ____________ with one or more allies.

Negotiators who make threats

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

Channeling all communication through a ____________ ____________ reduces inadvertent revelation of information.

How can a negotiator abandon a committed position?

Concession making

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

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

Parties feel better about a settlement when negotiations involve a(n)

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.

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

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

What are the strategies for responding to hardball tactics?

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

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

The negotiator's basic strategy is to

____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

Disruptive action tactics can cause

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Skilled negotiators may

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation Strategy and Planning

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Channeling all communication through a reduces inadvertent revelation of information.

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

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.

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

The is the point beyond which a person will not go and would rather break off negotiations.

is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.