N/S Ch 2

7 September 2022
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Distributive bargaining strategies
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can cause negotiators to ignore what the parties have in common
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The target point is the
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a point at which a negotiator would like to conclude negotiations
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Starting points
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are usually contained in the opening statements each negotiator makes
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The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
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bargaining range
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The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
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value; worth; costs
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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.
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low
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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.
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modest
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A large majority of agreements in distributive bargaining are reached when the deadline is
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near
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Disruptive action tactics can cause
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Disruptive action tactics can cause all of the above.
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The opening stance is
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the attitude to adopt during the negotiation
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The bargaining range is defined by
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the opening counteroffer
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What action can be taken after the first round of offers?
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all of the above
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Good distributive bargainers will
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ensure that there is enough room in the bargaining range to make some concessions
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Parties feel better about a settlement when negotiations involve a(n)
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progression of concessions
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What statement about concessions is false?
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reciprocating concessions is a haphazard process
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Concession making
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all of the above are characteristics of concession making
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When successive concessions get smaller, the most obvious message is that
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the resistance point is being approached
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Skilled negotiators may
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skilled negotiators may take all ob the above actions
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Hardball tactics are designed to
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pressure targeted parties to do things they would not otherwise do
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Aggressive behavior tactics include
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aggressive behavior tactics include all of the above
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The negotiator's basic strategy is to
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reach the final settlement as close to the other's resistance point as possible
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Distributive bargaining strategies are the only strategies that are effective in interdependent situations.
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false
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Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.
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true
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The resistance point is the point at which a negotiator would like to conclude negotiations.
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false
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Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation
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true
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Anything outside the bargaining range will be summarily rejected by one of the negotiators.
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true
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A negative bargaining range occurs when the buyer's resistance point is above the seller's.
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false
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Negotiations with a positive settlement range are obvious from the beginning.
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false
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A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.
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true
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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.
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true
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The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.
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false
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In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.
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false
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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.
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true
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Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.
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false
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Parties feel better about a settlement when negotiations involve a progression of concessions.
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true
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If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.
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true
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A small concession late in negotiations may indicate that there is little room left to move.
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true
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It is important to signal to the other party with both actions and words that the concessions are almost over.
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true
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One way negotiators may convey the message that "this is the last offer" is by making a personalized concession
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true
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Hardball tactics work most effectively against powerful, well-prepared negotiators.
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false
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Hardball tactics are infallible if used properly.
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false
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To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.
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true
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The best response to the chicken tactic is to challenge the other party by responding with one's own chicken tactic, thereby calling the other's bluff.
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false
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An effective means of countering the intimidation tactic is to ignore it.
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true