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

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One party or the other may try...

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Although disruptive action tactics can work,they may also produce ____________ and escalation of __________.

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Hardball tactics work most effectively against powerful,well-prepared negotiators.

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When successive concessions get smaller,the most obvious message is that


A) the negotiator is reaching the fatigue point.
B) the resistance point is being reached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
E) None of the above.

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The package of issues for negotiation is the ____________ __________.

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

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If one or both parties are per...

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The bargaining range is defined by


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.

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Define bargaining mix.

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The packag...

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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.

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

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Good distributive bargainers will


A) begin negotiations with the other party with an opening offer close to their own resistance point.
B) ensure that there is enough room in the bargaining range to make some concessions.
C) accept an offer that is presented as a fait accompli.
D) immediately identify the other party's target point.
E) All of the above are actions that good distributive bargainers will take.

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A small concession late in negotiations may indicate that there is little room left to move.

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List ways to prevent the other party from establishing a committed position.

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Deny them the opportunity to take the ti...

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Define calculated incompetence.

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The negotiating agent is not g...

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

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Firmness: an extreme original offer,a de...

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Hardball tactics are designed to


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.

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