Question 1

List ways to prevent the other party from establishing a committed position.

Accepted Answer

Deny them the opportunity to take the ti

Question 2

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 3

Why is it advantageous to make an extreme opening offer?

Accepted Answer

Gives more room for movement in negotiat

Question 4

Define distributive bargaining.

Accepted Answer

A competition over w

Question 5

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.

Question 6

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

Accepted Answer

A) True 
 B)False

Question 7

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 8

A commitment

Accepted Answer

A)  should not be interpreted as a threat. 
B)  postpones the threat of future action. 
C)  is designed to increase both parties' choices to a portfolio of options. 
D)  removes ambiguity about the actor's intended course of action. 
E)  All of the above. 
A)  should not be interpreted as a threat. 
B)  postpones the threat of future action. 
C)  is designed to increase both parties' choices to a portfolio of options. 
D)  removes ambiguity about the actor's intended course of action. 
E)  All of the above.

Question 9

The more you can convince the other party that your costs of delay or aborting negotiations are ____________,the more modest will be the other's resistance point.

Accepted Answer

A)  high 
B)  modest 
C)  extreme 
D)  low 
E)  None of the above. 
A)  high 
B)  modest 
C)  extreme 
D)  low 
E)  None of the above.

Question 10

To respond to hardball tactics,a negotiator must identify the tactic quickly and understand what it is and how it works.

Accepted Answer

A) True 
 B)False

Question 11

Define bargaining mix.

Accepted Answer

The packag

Question 12

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.

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

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

Accepted Answer

If one or both parties are per

Question 15

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max

Question 16

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 17

____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

Accepted Answer

The answer of ____________ can be used to squeeze negotiations...

Question 18

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 19

The best response to the chicken tactic is to challenge the other party by responding with one's own chicken tactic,thereby calling the other's bluff.

Accepted Answer

A) True 
 B)False

Question 20

What are the strategies for responding to hardball tactics?

Accepted Answer

Ignore them,discuss them,respond in kind

List ways to prevent the other party from establishing a committed position.

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

Why is it advantageous to make an extreme opening offer?

Define distributive bargaining.

Skilled negotiators may

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

The negotiator's basic strategy is to

A commitment

The more you can convince the other party that your costs of delay or aborting negotiations are ____________,the more modest will be the other's resistance point.

To respond to hardball tactics,a negotiator must identify the tactic quickly and understand what it is and how it works.

Define bargaining mix.

The opening stance is

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

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

List two situations when distributive bargaining strategies are useful.

Concession making

____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

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

The best response to the chicken tactic is to challenge the other party by responding with one's own chicken tactic,thereby calling the other's bluff.

What are the strategies for responding to hardball tactics?

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

List ways to prevent the other party from establishing a committed position.

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

Why is it advantageous to make an extreme opening offer?

Define distributive bargaining.

Skilled negotiators may

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

The negotiator's basic strategy is to

A commitment

The more you can convince the other party that your costs of delay or aborting negotiations are ____________,the more modest will be the other's resistance point.

To respond to hardball tactics,a negotiator must identify the tactic quickly and understand what it is and how it works.

Define bargaining mix.

The opening stance is

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

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

List two situations when distributive bargaining strategies are useful.

Concession making

____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

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

The best response to the chicken tactic is to challenge the other party by responding with one's own chicken tactic,thereby calling the other's bluff.

What are the strategies for responding to hardball tactics?

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

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