Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Negotiators who make threats

Accepted Answer

A) are perceived as more powerful than negotiators who do not use threats. 
B) receive higher outcomes than negotiators who do not use threats. 
C) are perceived as more cooperative in distributive negotiations. 
D) should use detailed,complex statements of demands,conditions and consequences. 
E) All of the above describe negotiators who make threats.

Question 3

What are the risks involved when using hardball tactics?

Accepted Answer

The answer of What are the risks involved when using...

Question 4

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

Accepted Answer

A) True 
 B)False

Question 5

____________ 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 6

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 7

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Accepted Answer

A) True 
 B)False

Question 8

Define commitment.

Accepted Answer

The answer of Define commitment....

Question 9

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

Accepted Answer

A) Bargaining range 
B) Resistance point 
C) Target point 
D) Bargaining mix 
E) None of the abovE.

Question 10

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.

Question 11

How can a negotiator abandon a committed position?

Accepted Answer

The answer of How can a negotiator abandon a committed...

Question 12

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 13

List several information sources one can use to indirectly assess the other party's resistance point.

Accepted Answer

The answer of List several information sources one can use...

Question 14

What is the simplest way to screen a position?

Accepted Answer

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

Question 15

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 16

The bargaining range is defined by

Accepted Answer

A) the opening stance and the initial concession. 
B) the initial round of concessions. 
C) the bargaining mix and the opening stance. 
D) the opening offer and the counteroffer. 
E) The bargaining range is defined by all of the abovE.

Question 17

In some ways,the ultimate weapon in negotiation is to threaten to ____________ __________.

Accepted Answer

The answer of In some ways,the ultimate weapon in negotiation...

Question 18

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.

Question 19

Define bargaining mix.

Accepted Answer

The answer of Define bargaining mix....

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 2: Strategy and Tactics of Distributive Bargaining

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

Negotiators who make threats

What are the risks involved when using hardball tactics?

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

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

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

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Define commitment.

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

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

How can a negotiator abandon a committed position?

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.

List several information sources one can use to indirectly assess the other party's resistance point.

What is the simplest way to screen a position?

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

The bargaining range is defined by

In some ways,the ultimate weapon in negotiation is to threaten to __ .

The negotiator's basic strategy is to

Define bargaining mix.

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