Question 1

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Accepted Answer

A) True 
 B)False

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.

Question 3

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

Accepted Answer

A) True 
 B)False

Question 4

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 5

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

Accepted Answer

A)   Bargaining range
B)   Resistance point
C)   Target point
D)   Bargaining mix
E)   None of the above.

Question 6

Define distributive bargaining.

Accepted Answer

A competition over w...

Question 7

How can a negotiator abandon a committed position?

Accepted Answer

Word the commitment so that the conditio...

Question 8

Anything outside the bargaining range will be summarily rejected by one of the negotiators.

Accepted Answer

A) True 
 B)False

Question 9

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Accepted Answer

The answer of The ____________ ____________ is the point beyond...

Question 10

A commitment

Accepted Answer

A)   should not be interpreted as a threat.
B)   postpones the threat of future action.
C)   is designed to increase both parties' choices to a portfolio of options.
D)   removes ambiguity about the actor's intended course of action.
E)   All of the above.

Question 11

Good ____________ is critical for defending against the lowball/highball (or all)hardball tactics.

Accepted Answer

The answer of Good ____________ is critical for defending against...

Question 12

What are the strategies for responding to hardball tactics?

Accepted Answer

Ignore them,discuss them,respond in kind...

Question 13

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 14

Why is it advantageous to make an extreme opening offer?

Accepted Answer

Gives more room for movement in negotiat...

Question 15

The spread between the resistance points is called the ____________ __________.

Accepted Answer

The answer of The spread between the resistance points is...

Question 16

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation,L...

Question 17

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 18

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.

Question 19

A commitment statement should have

Accepted Answer

A)   a low degree of finality.
B)   a 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 20

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

Accepted Answer

terminate ...

Exam 2: Strategy and Tactics of Distributive Bargaining

What are the risks involved when using hardball tactics?

Correct AnswerverifiedHarm to reputation,L...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Anything outside the bargaining range will be summarily rejected by one of the negotiators.

Correct AnswerverifiedShow Answer

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Correct AnswerverifiedShow Answer

The spread between the resistance points is called the ____________ __________.

Correct AnswerverifiedShow Answer

A commitment

Correct AnswerverifiedShow Answer

How can a negotiator abandon a committed position?

Correct AnswerverifiedWord the commitment so that the conditio...View AnswerShow Answer

Starting points

Correct AnswerverifiedShow Answer

Define distributive bargaining.

Correct AnswerverifiedA competition over w...View AnswerShow Answer

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

Correct AnswerverifiedShow Answer

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

Correct Answerverifiedterminate ...View AnswerShow Answer

A commitment statement should have

Correct AnswerverifiedShow Answer

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

Correct AnswerverifiedShow Answer

What are the strategies for responding to hardball tactics?

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

Negotiators who make threats

Correct AnswerverifiedShow Answer

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

Correct Answerverified(1)Assess the other party's outcome valu...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Good ____________ is critical for defending against the lowball/highball (or all)hardball tactics.

Correct AnswerverifiedShow Answer

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Correct AnswerverifiedShow Answer

Why is it advantageous to make an extreme opening offer?

Correct AnswerverifiedGives more room for movement in negotiat...View AnswerShow Answer

Correct Answer
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Harm to reputation,L...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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The spread between the resistance points is called the __ .

Correct Answer
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Correct Answer
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Correct Answer
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Word the commitment so that the conditio...
View Answer

Correct Answer
verified

Correct Answer
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A competition over w...
View Answer

Correct Answer
verified

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

Correct Answer
verified
terminate ...
View Answer

Correct Answer
verified

Correct Answer
verified

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

Correct Answer
verified

Correct Answer
verified
(1)Assess the other party's outcome valu...
View Answer

Correct Answer
verified

Correct Answer
verified

The is the point beyond which a person will not go and would rather break off negotiations.

Correct Answer
verified

Correct Answer
verified
Gives more room for movement in negotiat...
View Answer