Multiple Choice
Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?
A) Bogey
B) Good Cop/Bad Cop
C) Lowball/Highball
D) The Nibble
Correct Answer:
Verified
Correct Answer:
Verified
Q44: Define distributive bargaining.
Q47: Most hardball tactics are designed to either
Q48: The "snow job" tactic occurs when:<br>A) negotiators
Q49: All of the following actions are possible
Q50: Many people use distributive bargaining strategies and
Q54: To communicate the most effective message, a
Q55: Parties feel better about a settlement when
Q56: Research and practical experience suggest that a
Q57: Selective presentation can be used to lead
Q65: A resistance point will be influenced by