Question 1

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 2

What statement about concessions is false?

Accepted Answer

A)   Concessions are central to negotiations.
B)   Reciprocating concessions is a haphazard process.
C)   Concession is another word for adjustments in position.
D)   Concession making exposes the concession maker to some risk.E) B) and C)
F) A) and D)

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

An offer that may have been rejected had it emerged as a result of concession making may be accepted when it is presented as a fait accompli.

Accepted Answer

A) True 
 B)False

Question 5

The "snow job" 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

A) True 
 B)False

Question 6

Channelling all communication through a team spokesperson reduces inadvertent revelation of information.

Accepted Answer

A) True 
 B)False

Question 7

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Aggressive behaviour tactics include all of the following, except:

Accepted Answer

A)   asking for the best offer at the end of negotiations.
B)   forcing the other side to make many concessions to reach an agreement.
C)   asking the other party to explain and justify their proposals item by item.
D)   the relentless push for further concessions.E) B) and C)
F) A) and B)

Question 10

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max...

Question 11

Disruptive action tactics can cause all of the following, except:

Accepted Answer

A)   anger
B)   mutual satisfaction
C)   embarrassment
D)   increased costsE) All of the above
F) None of the above

Question 12

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation, losing the...

Question 13

Good distributive bargainers will:

Accepted Answer

A)   immediately identify the other party's target point.
B)   accept an offer that is presented as a fait accompli.
C)   begin negotiations with the other party with an opening offer close to their own resistance point.
D)   ensure that there is enough room in the bargaining range to make some concessions.E) A) and B)
F) None of the above

Question 14

What is expected from a particular outcome when the resistance point is established?

Accepted Answer

A)   Value
B)   Importance
C)   Timeliness
D)   CostsE) A) and D)
F) A) and C)

Question 15

In a short essay, defend or refute the following statement: "The less the other party values an issue, the higher his or her resistance point will be."

Accepted Answer

The less the other party values an issue...

Question 16

What are the strategies for responding to hardball tactics?

Accepted Answer

Ignore them, discuss them, respond in ki...

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

What is the simplest way to screen a position?

Accepted Answer

Say and do...

Question 19

A negative bargaining range occurs when:

Accepted Answer

The seller's resista...

Question 20

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

Accepted Answer

A)   Extreme
B)   High
C)   Modest
D)   LowE) B) and C)
F) None of the above

Exam 2: Strategy and Tactics of Distributive Bargaining

What are the risks involved when using hardball tactics?

Correct AnswerverifiedHarm to reputation, losing the...View AnswerShow Answer

What is expected from a particular outcome when the resistance point is established?

Correct AnswerverifiedShow Answer

List two situations when distributive bargaining strategies are useful.

Correct AnswerverifiedWhen a negotiator wants to max...View AnswerShow Answer

The "snow job" 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

An offer that may have been rejected had it emerged as a result of concession making may be accepted when it is presented as a fait accompli.

Correct AnswerverifiedShow Answer

Good distributive bargainers will:

Correct AnswerverifiedShow Answer

In a short essay, defend or refute the following statement: "The less the other party values an issue, the higher his or her resistance point will be."

Correct AnswerverifiedThe less the other party values an issue...View AnswerShow Answer

Channelling all communication through a team spokesperson reduces inadvertent revelation of information.

Correct AnswerverifiedShow Answer

What statement about concessions is false?

Correct AnswerverifiedShow Answer

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

Correct AnswerverifiedShow Answer

What are the strategies for responding to hardball tactics?

Correct AnswerverifiedIgnore them, discuss them, respond in ki...View AnswerShow Answer

Aggressive behaviour tactics include all of the following, except:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Disruptive action tactics can cause all of the following, except:

Correct AnswerverifiedShow Answer

What is the simplest way to screen a position?

Correct AnswerverifiedSay and do...View AnswerShow Answer

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

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

A negative bargaining range occurs when:

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

Correct Answer
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Harm to reputation, losing the...
View Answer

Correct Answer
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Correct Answer
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When a negotiator wants to max...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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The less the other party values an issue...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Ignore them, discuss them, respond in ki...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
verified
Say and do...
View Answer

Correct Answer
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Correct Answer
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One party or the other may try...
View Answer

Correct Answer
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The seller's resista...
View Answer