Question 1

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.

Question 2

List two situations when distributive bargaining strategies are useful.

Accepted Answer

When a negotiator wants to max...

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

Why is it advantageous to make an extreme opening offer?

Accepted Answer

Gives more room for movement in negotiat...

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

What are the advantages of adopting a flexible position?

Accepted Answer

Can learn about the other part...

Question 8

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

Accepted Answer

A) True 
 B)False

Question 9

Each party's resistance point is openly stated at the conclusion of negotiations.

Accepted Answer

A) True 
 B)False

Question 10

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 11

Hardball tactics are designed to

Accepted Answer

A)  be used primarily against powerful negotiators.
B)  clarify the user's adherence to a distributive bargaining approach.
C)  pressure targeted parties to do things they would not otherwise do.
D)  eliminate risk for the person using the tactic.
E)  Hardball tactics are designed to accomplish all of the abovE.

Question 12

What are the three ways to manipulate the costs of delay in negotiation?

Accepted Answer

(1)Plan disruptive a...

Question 13

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

Accepted Answer

A) True 
 B)False

Question 14

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.

Question 15

Define selective presentation.

Accepted Answer

Negotiators reveal o...

Question 16

When acting as if the decision to close the deal has already been made,the negotiator is using the ____________ ____________ ____________ method of closing the agreement.

Accepted Answer

The answer of When acting as if the decision to...

Question 17

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 18

A small concession late in negotiations may indicate that there is little room left to move.

Accepted Answer

A) True 
 B)False

Question 19

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 20

What statement about concessions is false?

Accepted Answer

A)  Concessions are central to negotiations.
B)  Concessions is another word for adjustments in position.
C)  Concession making exposes the concession maker to some risk.
D)  Reciprocating concessions is a haphazard process.
E)  All of the above statements are truE.

Exam 2: Strategy and Tactics of Distributive Bargaining

Starting points

Correct AnswerverifiedShow Answer

A small concession late in negotiations may indicate that there is little room left to move.

Correct AnswerverifiedShow Answer

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

Correct AnswerverifiedShow Answer

Each party's resistance point is openly stated at the conclusion of negotiations.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What are the advantages of adopting a flexible position?

Correct AnswerverifiedCan learn about the other part...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

Correct AnswerverifiedShow Answer

What statement about concessions is false?

Correct AnswerverifiedShow Answer

Hardball tactics are designed to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Define selective presentation.

Correct AnswerverifiedNegotiators reveal o...View AnswerShow Answer

When acting as if the decision to close the deal has already been made,the negotiator is using the ____________ ____________ ____________ method of closing the agreement.

Correct AnswerverifiedShow Answer

Skilled negotiators may

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List two situations when distributive bargaining strategies are useful.

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

Why is it advantageous to make an extreme opening offer?

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

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

Correct AnswerverifiedShow Answer

What are the three ways to manipulate the costs of delay in negotiation?

Correct Answerverified(1)Plan disruptive a...View AnswerShow Answer

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

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Can learn about the other part...
View Answer

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Negotiators reveal o...
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When acting as if the decision to close the deal has already been made,the negotiator is using the method of closing the agreement.

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When a negotiator wants to max...
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Gives more room for movement in negotiat...
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Correct Answer
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(1)Plan disruptive a...
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