Question 1

What is the simplest way to screen a position?

Accepted Answer

Say and do...

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max...

Question 4

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation, losing the...

Question 5

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 D)

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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 9

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

Accepted Answer

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

Question 10

What are the strategies for responding to hardball tactics?

Accepted Answer

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

Question 11

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

Accepted Answer

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

Question 12

A negative bargaining range occurs when:

Accepted Answer

The seller's resista...

Question 13

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) A) and D)
F) B) and C)

Question 14

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 15

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 16

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 17

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 18

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 D)
F) None of the above

Question 19

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 20

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 D)
F) None of the above

Exam 2: Strategy and Tactics of Distributive Bargaining

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 are the risks involved when using hardball tactics?

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

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

Correct AnswerverifiedShow Answer

Aggressive behaviour tactics include all of the following, except:

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

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

Correct AnswerverifiedShow Answer

What statement about concessions is false?

Correct AnswerverifiedShow Answer

List two situations when distributive bargaining strategies are useful.

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

A negative bargaining range occurs when:

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

Good distributive bargainers will:

Correct AnswerverifiedShow Answer

What are the strategies for responding to hardball tactics?

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

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

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 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

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

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

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified

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

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

Correct Answer
verified

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

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

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Say and do...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified