Question 1

What is the simplest way to screen a position?

Accepted Answer

Say and do...

Question 2

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

Accepted Answer

The other person may become aw...

Question 3

Define commitment.

Accepted Answer

"Taking of a bargaining positi...

Question 4

To communicate the most effective message, a negotiator should try to send a consistent message through both an ____________ ____________ and an ____________ ____________.

Accepted Answer

opening of...

Question 5

A party changing his or her position after a commitment should be given every opportunity to retreat with ____________.

Accepted Answer

The answer of A party changing his or her position...

Question 6

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

Accepted Answer

The answer of An offer that may have been accepted...

Question 7

What characteristics of original offer, opening stance and opening concession would signal a position of firmness? Of flexibility?

Accepted Answer

Firmness: an extreme original offer, a d...

Question 8

The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set by one of the following resistance points.

Accepted Answer

A)   high
B)   low
C)   modest
D)   extreme
E)   None of the above.

Question 9

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ ____________.

Accepted Answer

The answer of Central to planning the strategy and tactics...

Question 10

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

Accepted Answer

The answer of ____________ can be used to squeeze negotiations...

Question 11

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

Accepted Answer

A)   high
B)   modest
C)   extreme
D)   low
E)   None of the above. D

Question 12

Define bargaining mix.

Accepted Answer

The packag...

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

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. B

Question 15

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.

Question 16

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...

Question 17

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 18

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max...

Question 19

Define selective presentation.

Accepted Answer

Negotiators reveal o...

Question 20

What are the risks involved when using hardball tactics?

Accepted Answer

Harm to reputation, Losing the deal, Negative publicity, Dealing with the other party's revenge.

Exam 2: Strategy and Tactics of Distributive Bargaining

What is the simplest way to screen a position?

Correct AnswerverifiedSay and do...View AnswerShow Answer

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

Correct AnswerverifiedThe other person may become aw...View AnswerShow Answer

Define commitment.

Correct Answerverified"Taking of a bargaining positi...View AnswerShow Answer

To communicate the most effective message, a negotiator should try to send a consistent message through both an ____________ ____________ and an ____________ ____________.

Correct Answerverifiedopening of...View AnswerShow Answer

A party changing his or her position after a commitment should be given every opportunity to retreat with ____________.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What characteristics of original offer, opening stance and opening concession would signal a position of firmness? Of flexibility?

Correct AnswerverifiedFirmness: an extreme original offer, a d...View AnswerShow Answer

The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set by one of the following resistance points.

Correct AnswerverifiedShow Answer

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ ____________.

Correct AnswerverifiedShow Answer

____________ 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

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

Correct AnswerverifiedD

Define bargaining mix.

Correct AnswerverifiedThe packag...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

A commitment statement should have a

Correct AnswerverifiedB

The bargaining range is defined by

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

Good distributive bargainers will

Correct AnswerverifiedShow Answer

List two situations when distributive bargaining strategies are useful.

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

Define selective presentation.

Correct AnswerverifiedNegotiators reveal o...View AnswerShow Answer

What are the risks involved when using hardball tactics?

Correct AnswerverifiedHarm to reputation, Losing the deal, Negative publicity, Dealing with the other party's revenge.

Correct Answer
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Say and do...
View Answer

Correct Answer
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The other person may become aw...
View Answer

Correct Answer
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"Taking of a bargaining positi...
View Answer

To communicate the most effective message, a negotiator should try to send a consistent message through both an and an .

Correct Answer
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opening of...
View Answer

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

Correct Answer
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Correct Answer
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Firmness: an extreme original offer, a d...
View Answer

Correct Answer
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Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's .

Correct Answer
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Correct Answer
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Correct Answer
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D

Correct Answer
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The packag...
View Answer

Correct Answer
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Correct Answer
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B

Correct Answer
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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 Answer
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Correct Answer
verified

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

Correct Answer
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Negotiators reveal o...
View Answer

Correct Answer
verified
Harm to reputation, Losing the deal, Negative publicity, Dealing with the other party's revenge.