Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

Although disruptive action tactics can work,they may also produce ____________ and escalation of ____________.

Accepted Answer

anger;conflict

Question 3

List several information sources one can use to indirectly assess the other party's resistance point.

Accepted Answer

Making direct observations,consulting readily available documents and publications,talking to knowledgeable experts.

Question 4

The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Accepted Answer

A) True 
 B)False

Question 5

Hardball tactics are infallible if used properly.

Accepted Answer

A) True 
 B)False

Question 6

The resistance point is the point at which a negotiator would like to conclude negotiations.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

It may be summarily rejected b

Question 8

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

Accepted Answer

(1)Plan disruptive a

Question 9

How can a negotiator abandon a committed position?

Accepted Answer

Word the commitment so that the conditio

Question 10

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

Accepted Answer

A)  bargaining range 
B)  resistance point 
C)  target point 
D)  bargaining mix 
E)  None of the above. 
A)  bargaining range 
B)  resistance point 
C)  target point 
D)  bargaining mix 
E)  None of the above.

Question 11

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 which...

Question 12

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation,L

Question 13

Define commitment.

Accepted Answer

"Taking of a bargaining positi

Question 14

What characteristics of original offer,opening stance and opening concession would signal a position of firmness? Of flexibility?

Accepted Answer

Firmness:an extreme original offer,a det

Question 15

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Accepted Answer

A) True 
 B)False

Question 16

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 17

An offer that may have been accepted had it emerged as a result of _________________ may be rejected when it is presented as a fait accompli.

Accepted Answer

The answer of An offer that may have been accepted...

Question 18

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 approached. 
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 approached. 
C)  the concession maker's position is weakening. 
D)  the negotiator has passed the resistance point. 
E)  None of the above.

Question 19

The spread between the resistance points is called the ________________________.

Accepted Answer

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

Question 20

Discuss the importance of reciprocating (or not reciprocating)concessions.

Accepted Answer

Concession making indicates an acknowled

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

Although disruptive action tactics can work,they may also produce and escalation of .

List several information sources one can use to indirectly assess the other party's resistance point.

The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Hardball tactics are infallible if used properly.

The resistance point is the point at which a negotiator would like to conclude negotiations.

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

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

How can a negotiator abandon a committed position?

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

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

What are the risks involved when using hardball tactics?

Define commitment.

What characteristics of original offer,opening stance and opening concession would signal a position of firmness? Of flexibility?

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

What statement about concessions is false?

An offer that may have been accepted had it emerged as a result of _________________ may be rejected when it is presented as a fait accompli.

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

The spread between the resistance points is called the ________________________.

Discuss the importance of reciprocating (or not reciprocating)concessions.

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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

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

Although disruptive action tactics can work,they may also produce ____________ and escalation of ____________.

List several information sources one can use to indirectly assess the other party's resistance point.

The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Hardball tactics are infallible if used properly.

The resistance point is the point at which a negotiator would like to conclude negotiations.

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

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

How can a negotiator abandon a committed position?

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

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

What are the risks involved when using hardball tactics?

Define commitment.

What characteristics of original offer,opening stance and opening concession would signal a position of firmness? Of flexibility?

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

What statement about concessions is false?

An offer that may have been accepted had it emerged as a result of _________________ may be rejected when it is presented as a fait accompli.

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

The spread between the resistance points is called the ________________________.

Discuss the importance of reciprocating (or not reciprocating)concessions.

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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

Although disruptive action tactics can work,they may also produce and escalation of .