Question 1

Distributive bargaining is basically a competition over who is going to get the most of a ____________ ____________.

Accepted Answer

The answer of Distributive bargaining is basically a competition over...

Question 2

What are the strategies for responding to hardball tactics?

Accepted Answer

ignore them, discuss them, respond in ki...

Question 3

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

Accepted Answer

The answer of Channeling all communication through a ____________ ____________...

Question 4

The negotiator's basic strategy is to

Accepted Answer

A)   get information about the opposition and its positions.
B)   reach the final settlement as close to the other's resistance point as possible.
C)   convince members of the other party to change their minds about their ability to achieve their own goals.
D)   promote his or her own objectives as desirable, necessary, and inevitable.
E)   All of the above.F) B) and E)
G) A) and E)

Question 5

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Accepted Answer

The other party may not recognize at fir...

Question 6

____________ ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Accepted Answer

The answer of ____________ ____________ reduces the likelihood of making...

Question 7

When successive concessions get smaller, the most obvious message is that

Accepted Answer

A)   the negotiator is reaching the fatigue point.
B)   the resistance point is being reached.
C)   the concession maker's position is weakening.
D)   the negotiator has passed the resistance point.
E)   None of the above.F) D) and E)
G) B) and E)

Question 8

Parties feel better about a settlement when negotiations involve a(n)

Accepted Answer

A)   immediate settlement.
B)   single round of concessions.
C)   progression of concessions.
D)   fait accompli.
E)   All of the above.F) D) and E)
G) A) and C)

Question 9

How can a negotiator abandon a committed position?

Accepted Answer

Word the commitment so that the conditio...

Question 10

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 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.F) B) and D)
G) A) and E)

Question 12

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.F) D) and E)
G) C) and E)

Question 13

Concession making

Accepted Answer

A)   indicates an acknowledgment of the other party.
B)   shows a movement toward the other's position.
C)   implies a recognition of the legitimacy of the other party's position.
D)   recognizes the other party's position.
E)   All of the above are characteristics of concession making.F) None of the above
G) B) and E)

Question 14

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.F) A) and C)
G) A) and B)

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

How can a negotiation that begins with a negative bargaining range be resolved?

Accepted Answer

If one or both parties are per...

Question 17

Skilled negotiators may

Accepted Answer

A)   suggest different forms of a potential settlement that are worth about the same to them.
B)   recognize that not all issues are worth the same amount to both parties.
C)   frequently save a final small concession for near the end of the negotiation to "sweeten" the deal.
D)   make the last concession substantial to indicate that "this is the last offer".
E)   Skilled negotiators may take all of the above actions.F) A) and B)
G) None of the above

Question 18

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, d...

Question 19

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 20

Another way to strengthen a commitment is to ____________ with one or more allies.

Accepted Answer

The answer of Another way to strengthen a commitment is...

Exam 2: Strategy and Tactics of Distributive Bargaining

Distributive bargaining is basically a competition over who is going to get the most of a ____________ ____________.

Correct AnswerverifiedShow Answer

The negotiator's basic strategy is to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

How can a negotiator abandon a committed position?

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

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

Correct AnswerverifiedShow Answer

____________ ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Correct AnswerverifiedShow Answer

Disruptive action tactics can cause

Correct AnswerverifiedShow Answer

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Correct AnswerverifiedThe other party may not recognize at fir...View AnswerShow Answer

Skilled negotiators may

Correct AnswerverifiedShow Answer

Negotiators who make threats

Correct AnswerverifiedShow Answer

Another way to strengthen a commitment is to ____________ with one or more allies.

Correct AnswerverifiedShow Answer

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.

Correct Answerverifiedenhance, d...View AnswerShow Answer

When successive concessions get smaller, the most obvious message is that

Correct AnswerverifiedShow Answer

What are the strategies for responding to hardball tactics?

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

Parties feel better about a settlement when negotiations involve a(n)

Correct AnswerverifiedShow Answer

How can a negotiation that begins with a negative bargaining range be resolved?

Correct AnswerverifiedIf one or both parties are per...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Concession making

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

Distributive bargaining is basically a competition over who is going to get the most of a .

Correct Answer
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Channeling all communication through a reduces inadvertent revelation of information.

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Correct Answer
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Word the commitment so that the conditio...
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The is the point beyond which a person will not go and would rather break off negotiations.

Correct Answer
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reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Correct Answer
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Correct Answer
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The other party may not recognize at fir...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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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.

Correct Answer
verified
enhance, d...
View Answer

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

Correct Answer
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Correct Answer
verified
If one or both parties are per...
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is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

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