Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Hardball tactics are designed to

Accepted Answer

A)  be used primarily against powerful negotiators. 
B)  clarify the user's adherence to a distributive bargaining approach. 
C)  pressure targeted parties to do things they would not otherwise do. 
D)  eliminate risk for the person using the tactic. 
E)  all of the answers are correct

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

Accepted Answer

The answer of What are the four important tactical tasks...

Question 5

What are the advantages of adopting a flexible position?

Accepted Answer

The answer of What are the advantages of adopting a...

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

The answer of What can happen when one or both...

Question 8

Hardball tactics can be handled by discussing or ignoring them.

Accepted Answer

A) True 
 B)False

Question 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and stance.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

The answer of How can a negotiation that begins with...

Question 13

What is expected from a particular outcome when the resistance point is established?

Accepted Answer

A)  costs 
B)  value 
C)  timeliness 
D)  importance 
E)  none of the answers are correct

Question 14

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

Accepted Answer

The answer of What characteristics of the original offer, opening...

Question 15

A negative bargaining range occurs when:

Accepted Answer

The answer of A negative bargaining range occurs when:...

Question 16

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

Accepted Answer

The answer of What are the three ways to manipulate...

Question 17

It is important to signal to the other party with either behaviour or words that the concessions are almost over.

Accepted Answer

A) True 
 B)False

Question 18

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Accepted Answer

A) True 
 B)False

Question 19

The spread between the resistance points is called the bargaining agreement.

Accepted Answer

A) True 
 B)False

Question 20

Starting points (or initial offers)

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 answers are correct

Exam 2: Strategy and Tactics of Distributive Bargaining

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

Hardball tactics are designed to

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

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

What are the advantages of adopting a flexible position?

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

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

Hardball tactics can be handled by discussing or ignoring them.

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.

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

To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and stance.

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

What is expected from a particular outcome when the resistance point is established?

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

A negative bargaining range occurs when:

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

It is important to signal to the other party with either behaviour or words that the concessions are almost over.

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

The spread between the resistance points is called the bargaining agreement.

Starting points (or initial offers)