Question 1

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

Accepted Answer

link

Question 2

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Accepted Answer

A) True 
 B)False  True

Question 3

Parties feel better about a settlement when negotiations involve a(n)

Accepted Answer

A)   immediate settlement.
B)   single round of concessions.
C)   progression of concessions.
D)   fait accompli.
E)   All of the above. C

Question 4

What action can be taken after the first round of offers?

Accepted Answer

A)   Hold firm
B)   Insist on the original position
C)   Make some concessions
D)   Make no concessions
E)   All of the above.

Question 5

What is the simplest way to screen a position?

Accepted Answer

The answer of What is the simplest way to screen...

Question 6

An effective means of countering the intimidation tactic is to ignore it.
Multiple Choice Questions

Accepted Answer

A) True 
 B)False

Question 7

____________ 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 8

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

Accepted Answer

A) True 
 B)False

Question 9

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.

Accepted Answer

The answer of Most hardball tactics are designed to either...

Question 10

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...

Question 11

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 12

Parties feel better about a settlement when negotiations involve a progression of concessions.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.

Accepted Answer

The answer of Central to planning the strategy and tactics...

Question 15

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 16

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

Accepted Answer

The answer of What negative effect can be caused by...

Question 17

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

Accepted Answer

The answer of What are the disadvantages of making a...

Question 18

____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions.
True / False Questions

Accepted Answer

The answer of ____________ ____________ is a conflict situation wherein...

Question 19

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 20

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.

Exam 2: Strategy and Tactics of Distributive Bargaining

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

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Parties feel better about a settlement when negotiations involve a(n)

What action can be taken after the first round of offers?

What is the simplest way to screen a position?

An effective means of countering the intimidation tactic is to ignore it. Multiple Choice Questions

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

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

Most hardball tactics are designed to either the appearance of the bargaining position of the person using the tactic or to the appearance of the options available to the other party.

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

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.

Parties feel better about a settlement when negotiations involve a progression of concessions.

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

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's __ .

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

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

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

is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions. True / False Questions

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.

The negotiator's basic strategy is to

Exam 2: Strategy and Tactics of Distributive Bargaining

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

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Parties feel better about a settlement when negotiations involve a(n)

What action can be taken after the first round of offers?

What is the simplest way to screen a position?

An effective means of countering the intimidation tactic is to ignore it. Multiple Choice Questions

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

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

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.

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

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.

Parties feel better about a settlement when negotiations involve a progression of concessions.

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

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.

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

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

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

____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions. True / False Questions

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.

The negotiator's basic strategy is to

Most hardball tactics are designed to either the appearance of the bargaining position of the person using the tactic or to the appearance of the options available to the other party.

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

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's __ .

is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions. True / False Questions