Question 1

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

Accepted Answer

The answer of ____________ are important because they give the...

Question 2

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 3

Hardball tactics work most effectively against powerful,well-prepared negotiators.

Accepted Answer

A) True 
 B)False

Question 4

A commitment statement should have a

Accepted Answer

A)  low degree of finality. 
B)  high degree of specificity. 
C)  an indefinite statement of consequences. 
D)  a high degree of emotionality. 
E)  None of the above should be included in a commitment statement. 
A)  low degree of finality. 
B)  high degree of specificity. 
C)  an indefinite statement of consequences. 
D)  a high degree of emotionality. 
E)  None of the above should be included in a commitment statement.

Question 5

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 6

To prevent the other party from establishing a committed position,a negotiator could

Accepted Answer

A)  give them the opportunity to evaluate the matter fully. 
B)  acknowledge the other's commitment. 
C)  reiterate the commitment. 
D)  make a joke about the commitment. 
E)  None of the above should be used to prevent the other party from establishing a committed position. 
A)  give them the opportunity to evaluate the matter fully. 
B)  acknowledge the other's commitment. 
C)  reiterate the commitment. 
D)  make a joke about the commitment. 
E)  None of the above should be used to prevent the other party from establishing a committed position.

Question 7

Define selective presentation.

Accepted Answer

Negotiators reveal o

Question 8

______________________ 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 verbal...

Question 9

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

Accepted Answer

The answer of If one side is not prepared to...

Question 10

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 11

The _____________________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Accepted Answer

The answer of The _____________________ tactic occurs when negotiators overwhelm...

Question 12

A negative bargaining range occurs when:

Accepted Answer

The seller's resista

Question 13

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 14

Negotiations with a positive settlement range are obvious from the beginning.

Accepted Answer

A) True 
 B)False

Question 15

It is important to signal to the other party with both actions and words that the concessions are almost over.

Accepted Answer

A) True 
 B)False

Question 16

Good distributive bargainers will

Accepted Answer

A)  begin negotiations with the other party with an opening offer close to their own resistance point. 
B)  ensure that there is enough room in the bargaining range to make some concessions. 
C)  accept an offer that is presented as a fait accompli. 
D)  immediately identify the other party's target point. 
E)  All of the above are actions that good distributive bargainers will take. 
A)  begin negotiations with the other party with an opening offer close to their own resistance point. 
B)  ensure that there is enough room in the bargaining range to make some concessions. 
C)  accept an offer that is presented as a fait accompli. 
D)  immediately identify the other party's target point. 
E)  All of the above are actions that good distributive bargainers will take.

Question 17

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

Accepted Answer

A) True 
 B)False

Question 18

If a major concession has been made on a significant point,it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

Accepted Answer

A) True 
 B)False

Question 19

Define calculated incompetence.

Accepted Answer

The negotiating agent is not g

Question 20

A concession late in negotiations may indicate that there is little room left to move.

Accepted Answer

A) True 
 B)False

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

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

Hardball tactics work most effectively against powerful,well-prepared negotiators.

A commitment statement should have a

Starting points

To prevent the other party from establishing a committed position,a negotiator could

Define selective presentation.

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

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

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

The _____________________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

A negative bargaining range occurs when:

Aggressive behavior tactics include

Negotiations with a positive settlement range are obvious from the beginning.

It is important to signal to the other party with both actions and words that the concessions are almost over.

Good distributive bargainers will

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

If a major concession has been made on a significant point,it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

Define calculated incompetence.

A concession late in negotiations may indicate that there is little room left to move.

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

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

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

Hardball tactics work most effectively against powerful,well-prepared negotiators.

A commitment statement should have a

Starting points

To prevent the other party from establishing a committed position,a negotiator could

Define selective presentation.

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

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

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

The _____________________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

A negative bargaining range occurs when:

Aggressive behavior tactics include

Negotiations with a positive settlement range are obvious from the beginning.

It is important to signal to the other party with both actions and words that the concessions are almost over.

Good distributive bargainers will

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

If a major concession has been made on a significant point,it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

Define calculated incompetence.

A concession late in negotiations may indicate that there is little room left to move.

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

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