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