Question 1

Disruptive action tactics can cause

Accepted Answer

A)  embarrassment. 
B)  increased costs. 
C)  anger. 
D)  escalation of conflict. 
E)  Disruptive action tactics can cause all of the above. 
A)  embarrassment. 
B)  increased costs. 
C)  anger. 
D)  escalation of conflict. 
E)  Disruptive action tactics can cause all of the above.

Question 2

A large majority of agreements in distributive bargaining are reached when the deadline is

Accepted Answer

A)  near. 
B)  flexible. 
C)  past. 
D)  undefined. 
E)  None of the above. 
A)  near. 
B)  flexible. 
C)  past. 
D)  undefined. 
E)  None of the above.

Question 3

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Accepted Answer

A) True 
 B)False

Question 4

An effective means of countering the intimidation tactic is to ignore it.

Accepted Answer

A) True 
 B)False

Question 5

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Accepted Answer

A) True 
 B)False

Question 6

Commitments exchange ____________ for certainty of action.

Accepted Answer

The answer of Commitments exchange ____________ for certainty of action....

Question 7

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

Accepted Answer

The answer of A ____________ bargaining range occurs when the...

Question 8

Both parties to a negotiation should establish their starting,target and resistance point before beginning negotiation.

Accepted Answer

A) True 
 B)False

Question 9

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ______________ the appearance of the options available to the other party.

Accepted Answer

enhance;de

Question 10

Distributive bargaining strategies

Accepted Answer

A)  are the most efficient negotiating strategies to use. 
B)  are used in all interdependent relationships. 
C)  are useful in maintaining long term relationships. 
D)  can cause negotiators to ignore what the parties have in common. 
E)  None of the above describes distributive bargaining strategies. 
A)  are the most efficient negotiating strategies to use. 
B)  are used in all interdependent relationships. 
C)  are useful in maintaining long term relationships. 
D)  can cause negotiators to ignore what the parties have in common. 
E)  None of the above describes distributive bargaining strategies.

Question 11

Negotiators who make threats

Accepted Answer

A)  are perceived as more powerful than negotiators who do not use threats. 
B)  receive higher outcomes than negotiators who do not use threats. 
C)  are perceived as more cooperative in distributive negotiations. 
D)  should use detailed,complex statements of demands,conditions and consequences. 
E)  All of the above describe negotiators who make threats. 
A)  are perceived as more powerful than negotiators who do not use threats. 
B)  receive higher outcomes than negotiators who do not use threats. 
C)  are perceived as more cooperative in distributive negotiations. 
D)  should use detailed,complex statements of demands,conditions and consequences. 
E)  All of the above describe negotiators who make threats.

Question 12

___________________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions.

Accepted Answer

Distributi

Question 13

Parties feel better about a settlement when negotiations involve a progression of concessions.

Accepted Answer

A) True 
 B)False

Question 14

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

Accepted Answer

A) True 
 B)False

Question 15

In some ways,the ultimate weapon in negotiation is to threaten to __________________.

Accepted Answer

terminate

Question 16

The bargaining range is defined by

Accepted Answer

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. 
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.

Question 17

Channeling all communication through a _____________________ reduces inadvertent revelation of information.

Accepted Answer

The answer of Channeling all communication through a _____________________ reduces...

Question 18

What are the three properties of commitment statements?

Accepted Answer

A high degree of fin

Question 19

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

Accepted Answer

(1)Assess the other party's outcome valu

Question 20

The more attractive the other party's alternatives,the more likely he or she will be to maintain a ____________ resistance point.

Accepted Answer

The answer of The more attractive the other party's alternatives,the...

Disruptive action tactics can cause

A large majority of agreements in distributive bargaining are reached when the deadline is

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

An effective means of countering the intimidation tactic is to ignore it.

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Commitments exchange ____________ for certainty of action.

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

Both parties to a negotiation should establish their starting,target and resistance point before beginning negotiation.

Most hardball tactics are designed to either the appearance of the bargaining position of the person using the tactic or to __ the appearance of the options available to the other party.

Distributive bargaining strategies

Negotiators who make threats

___________________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions.

Parties feel better about a settlement when negotiations involve a progression of concessions.

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

In some ways,the ultimate weapon in negotiation is to threaten to __________________.

The bargaining range is defined by

Channeling all communication through a _____________________ reduces inadvertent revelation of information.

What are the three properties of commitment statements?

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

The more attractive the other party's alternatives,the more likely he or she will be to maintain a ____________ resistance point.

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 2: Strategy and Tactics of Distributive Bargaining

Disruptive action tactics can cause

A large majority of agreements in distributive bargaining are reached when the deadline is

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

An effective means of countering the intimidation tactic is to ignore it.

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Commitments exchange ____________ for certainty of action.

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

Both parties to a negotiation should establish their starting,target and resistance point before beginning negotiation.

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ______________ the appearance of the options available to the other party.

Distributive bargaining strategies

Negotiators who make threats

___________________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions.

Parties feel better about a settlement when negotiations involve a progression of concessions.

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

In some ways,the ultimate weapon in negotiation is to threaten to __________________.

The bargaining range is defined by

Channeling all communication through a _____________________ reduces inadvertent revelation of information.

What are the three properties of commitment statements?

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

The more attractive the other party's alternatives,the more likely he or she will be to maintain a ____________ resistance point.

The Nature of Negotiation

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Most hardball tactics are designed to either the appearance of the bargaining position of the person using the tactic or to __ the appearance of the options available to the other party.