Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

It is important to signal to the other party with both actions and words that the concessions are almost over.

Accepted Answer

A) True 
 B)False

Question 3

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.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 overwhelm...

Question 6

Good distributive bargainers will

Accepted Answer

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.

Question 7

A commitment statement should have a

Accepted Answer

A)   low degree of finality.
B)   high degree of specificity.
C)   an indefinite statement of consequences.
D)   a high degree of emotionality.
E)   None of the above should be included in a commitment statement.

Question 8

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 9

A negative bargaining range occurs when:

Accepted Answer

The seller's resista...

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

______________________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Accepted Answer

The answer of ______________________ reduces the likelihood of making verbal...

Question 12

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

Accepted Answer

The answer of Another way to strengthen a commitment is...

Question 13

Aggressive behavior tactics include

Accepted Answer

A)   the relentless push for further concessions.
B)   asking for the best offer early in negotiations.
C)   asking the other party to explain and justify their proposals item by item.
D)   forcing the other side to make many concessions to reach an agreement.
E)   Aggressive behavior tactics include all of the above.

Question 14

To prevent the other party from establishing a committed position,a negotiator could

Accepted Answer

A)   give them the opportunity to evaluate the matter fully.
B)   acknowledge the other's commitment.
C)   reiterate the commitment.
D)   make a joke about the commitment.
E)   None of the above should be used to prevent the other party from establishing a committed position.

Question 15

Define calculated incompetence.

Accepted Answer

The negotiating agent is not g...

Question 16

Define selective presentation.

Accepted Answer

Negotiators reveal o...

Question 17

Starting points

Accepted Answer

A)   are usually contained in the opening statements each negotiator makes.
B)   are usually learned or inferred as negotiations get under way.
C)   are not known to the other party.
D)   are given up as concessions are made.
E)   None of the above describes starting points.

Question 18

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

Accepted Answer

One party or the other may try...

Question 19

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

Accepted Answer

The answer of ____________ are important because they give the...

Question 20

If one side is not prepared to make concessions,either the other must ____________ or the negotiations will ____________.

Accepted Answer

The answer of If one side is not prepared to...

Exam 2: Strategy and Tactics of Distributive Bargaining

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

Starting points

Correct AnswerverifiedShow Answer

Define calculated incompetence.

Correct AnswerverifiedThe negotiating agent is not g...View AnswerShow Answer

______________________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Correct AnswerverifiedShow Answer

A commitment statement should have a

Correct AnswerverifiedShow Answer

A negative bargaining range occurs when:

Correct AnswerverifiedThe seller's resista...View AnswerShow Answer

Define selective presentation.

Correct AnswerverifiedNegotiators reveal o...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Aggressive behavior tactics include

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

To prevent the other party from establishing a committed position,a negotiator could

Correct AnswerverifiedShow Answer

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

If one side is not prepared to make concessions,either the other must ____________ or the negotiations will ____________.

Correct AnswerverifiedShow Answer

Good distributive bargainers will

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedOne party or the other may try...View AnswerShow Answer

It is important to signal to the other party with both actions and words that the concessions are almost over.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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The negotiating agent is not g...
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The seller's resista...
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Negotiators reveal o...
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If one side is not prepared to make concessions,either the other must or the negotiations will .

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One party or the other may try...
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