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Multiple Choice Questions
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Hardball tactics are designed to
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a point at which a negotiator would like to conclude negotiations
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false
0%
pressure targeted parties to do things they would not otherwise do
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can cause negotiators to ignore what the parties have in common
Hardball tactics work most effectively against powerful, well-prepared negotiators.
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false
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near
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true
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modest
Hardball tactics are infallible if used properly.
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true
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modest
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false
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near
One way negotiators may convey the message that "this is the last offer" is by making a personalized concession
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false
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modest
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near
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true
In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.
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true
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low
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false
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bargaining range
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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can cause negotiators to ignore what the parties have in common
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false
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near
Skilled negotiators may
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can cause negotiators to ignore what the parties have in common
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reach the final settlement as close to the other's resistance point as possible
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the attitude to adopt during the negotiation
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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.
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true
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modest
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false
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low
A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.
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modest
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false
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near
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true
An effective means of countering the intimidation tactic is to ignore it.
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false
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near
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the resistance point is being approached
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true
Negotiations with a positive settlement range are obvious from the beginning.
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all of the above
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true
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false
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near
The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
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the opening counteroffer
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false
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bargaining range
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true
Starting points
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are usually contained in the opening statements each negotiator makes
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all of the above are characteristics of concession making
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can cause negotiators to ignore what the parties have in common
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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.
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true
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near
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false
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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.
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false
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modest
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true
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low
Distributive bargaining strategies
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Disruptive action tactics can cause all of the above.
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reach the final settlement as close to the other's resistance point as possible
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can cause negotiators to ignore what the parties have in common
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ensure that there is enough room in the bargaining range to make some concessions
The negotiator's basic strategy is to
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reciprocating concessions is a haphazard process
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can cause negotiators to ignore what the parties have in common
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ensure that there is enough room in the bargaining range to make some concessions
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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.
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near
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false
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modest
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true
When successive concessions get smaller, the most obvious message is that
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progression of concessions
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aggressive behavior tactics include all of the above
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the attitude to adopt during the negotiation
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the resistance point is being approached
The resistance point is the point at which a negotiator would like to conclude negotiations.
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true
0%
modest
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false
0%
bargaining range
Parties feel better about a settlement when negotiations involve a(n)
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progression of concessions
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true
0%
aggressive behavior tactics include all of the above
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the opening counteroffer
A small concession late in negotiations may indicate that there is little room left to move.
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the resistance point is being approached
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false
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Disruptive action tactics can cause all of the above.
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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.
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bargaining range
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all of the above
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false
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true
The opening stance is
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skilled negotiators may take all ob the above actions
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Disruptive action tactics can cause all of the above.
0%
the attitude to adopt during the negotiation
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the opening counteroffer
Parties feel better about a settlement when negotiations involve a progression of concessions.
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progression of concessions
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near
0%
true
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false
Distributive bargaining strategies are the only strategies that are effective in interdependent situations.
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modest
0%
false
0%
true
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low
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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value; worth; costs
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true
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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.
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true
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near
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low
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false
Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation
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low
0%
false
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true
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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.
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near
0%
false
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low
0%
true
Concession making
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all of the above
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all of the above are characteristics of concession making
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Disruptive action tactics can cause all of the above.
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aggressive behavior tactics include all of the above
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