Question 1

The package of issues for negotiation is the ______________________.

Accepted Answer

The answer of The package of issues for negotiation is...

Question 2

What is the simplest way to screen a position?

Accepted Answer

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

Question 3

A party changing his or her position after a commitment should be given every opportunity to retreat with ____________.

Accepted Answer

The answer of A party changing his or her position...

Question 4

The more you can convince the other that you value a particular outcome outside the other's bargaining range,the more pressure you put on the other party to set by one of the following resistance points.

Accepted Answer

A)  high 
B)  low 
C)  modest 
D)  extreme 
E)  None of the above.

Question 5

A public pronouncement statement means that the wider the audience,the less likely the commitment will be changed.

Accepted Answer

A) True 
 B)False

Question 6

The resistance point is established by the ____________ expected from a particular outcome,which is in turn the product of the ____________ and ____________ of an outcome.

Accepted Answer

A)  cost,value,worth 
B)  value,worth,cost 
C)  value,cost,timeliness 
D)  cost,importance,value 
E)  None of the above.

Question 7

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 8

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

Accepted Answer

A) True 
 B)False

Question 9

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Accepted Answer

The answer of What is the disadvantage of letting the...

Question 10

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 11

The target point is the

Accepted Answer

A)  point at which a negotiator would like to conclude negotiations. 
B)  negotiator's bottom line. 
C)  first offer a negotiator quotes to his opponent. 
D)  initial price set by the seller. 
E)  None of the above describes the target point.

Question 12

To communicate the most effective message,a negotiator should try to send a consistent message through both an ______________________ and an ____________________.

Accepted Answer

The answer of To communicate the most effective message,a negotiator...

Question 13

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 14

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 15

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)  Hardball tactics are designed to accomplish all of the above.

Question 16

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

Accepted Answer

A) True 
 B)False

Question 17

When acting as if the decision to close the deal has already been made,the negotiator is using the ___________________ method of closing the agreement.

Accepted Answer

The answer of When acting as if the decision to...

Question 18

One way negotiators may convey the message that "this is the last offer" is by making a personalized concession.

Accepted Answer

A) True 
 B)False

Question 19

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

Accepted Answer

A) True 
 B)False

Question 20

What are the advantages of adopting a flexible position?

Accepted Answer

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

Exam 2: Strategy and Tactics of Distributive Bargaining

The package of issues for negotiation is the ______________________.

What is the simplest way to screen a position?

A party changing his or her position after a commitment should be given every opportunity to retreat with ____________.

The more you can convince the other that you value a particular outcome outside the other's bargaining range,the more pressure you put on the other party to set by one of the following resistance points.

A public pronouncement statement means that the wider the audience,the less likely the commitment will be changed.

The resistance point is established by the expected from a particular outcome,which is in turn the product of the and of an outcome.

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

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

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

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

The target point is the

To communicate the most effective message,a negotiator should try to send a consistent message through both an __ and an .

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

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

Hardball tactics are designed to

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

When acting as if the decision to close the deal has already been made,the negotiator is using the ___________________ method of closing the agreement.

One way negotiators may convey the message that "this is the last offer" is by making a personalized concession.

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

What are the advantages of adopting a flexible position?