Question 1

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

Accepted Answer

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

Question 2

A negative bargaining range occurs when:

Accepted Answer

The seller's resista

Question 3

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 4

Aggressive behavior tactics include

Accepted Answer

A)  the relentless push for further concessions. 
B)  asking for the best offer early in negotiations. 
C)  asking the other party to explain and justify their proposals item by item. 
D)  forcing the other side to make many concessions to reach an agreement. 
E)  Aggressive behavior tactics include all of the above. 
A)  the relentless push for further concessions. 
B)  asking for the best offer early in negotiations. 
C)  asking the other party to explain and justify their proposals item by item. 
D)  forcing the other side to make many concessions to reach an agreement. 
E)  Aggressive behavior tactics include all of the above.

Question 5

Define distributive bargaining.

Accepted Answer

A competition over w

Question 6

If one side is not prepared to make concessions, either the other must ____________ or the negotiations will ____________.

Accepted Answer

capitulate

Question 7

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

Accepted Answer

It may be summarily rejected b

Question 8

The package of issues for negotiation is the ____________ ____________.

Accepted Answer

The answer of The package of issues for negotiation is...

Question 9

What are the advantages of adopting a flexible position?

Accepted Answer

Can learn about the other part

Question 10

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.

Question 11

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 12

The target point is the

Accepted Answer

A)  point at which a negotiator would like to conclude negotiations. 
B)  negotiator's bottom line. 
C)  first offer a negotiator quotes to his opponent. 
D)  initial price set by the seller. 
E)  None of the above describes the target point. 
A)  point at which a negotiator would like to conclude negotiations. 
B)  negotiator's bottom line. 
C)  first offer a negotiator quotes to his opponent. 
D)  initial price set by the seller. 
E)  None of the above describes the target point.

Question 13

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 14

What are the three properties of commitment statements?

Accepted Answer

A high degree of fin

Question 15

The opening stance is

Accepted Answer

A)  another name for the first round of concessions. 
B)  the first price that a buyer quotes to a seller. 
C)  the attitude to adopt during the negotiation. 
D)  a package of concessions. 
E)  All of the above describe the opening stance. 
A)  another name for the first round of concessions. 
B)  the first price that a buyer quotes to a seller. 
C)  the attitude to adopt during the negotiation. 
D)  a package of concessions. 
E)  All of the above describe the opening stance.

The spread between the resistance points is called the .

A negative bargaining range occurs when:

Starting points

Aggressive behavior tactics include

Define distributive bargaining.

If one side is not prepared to make concessions, either the other must or the negotiations will .

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

The package of issues for negotiation is the .

What are the advantages of adopting a flexible position?

Distributive bargaining strategies

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the and they employ.

The target point is the

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

What are the three properties of commitment statements?

The opening stance is

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

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

A negative bargaining range occurs when:

Starting points

Aggressive behavior tactics include

Define distributive bargaining.

If one side is not prepared to make concessions, either the other must ____________ or the negotiations will ____________.

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

The package of issues for negotiation is the ____________ ____________.

What are the advantages of adopting a flexible position?

Distributive bargaining strategies

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the ____________ and ____________ they employ.

The target point is the

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

What are the three properties of commitment statements?

The opening stance is

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

The spread between the resistance points is called the .

If one side is not prepared to make concessions, either the other must or the negotiations will .

The package of issues for negotiation is the .

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the and they employ.