a point at which a negotiator would like to conclude negotiations
0%
false
0%
pressure targeted parties to do things they would not otherwise do
0%
can cause negotiators to ignore what the parties have in common
Q.2.
Hardball tactics work most effectively against powerful, well-prepared negotiators.
0%
false
0%
near
0%
true
0%
modest
Q.3.
Hardball tactics are infallible if used properly.
0%
true
0%
modest
0%
false
0%
near
Q.4.
One way negotiators may convey the message that "this is the last offer" is by making a personalized concession
0%
false
0%
modest
0%
near
0%
true
Q.5.
In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.
0%
true
0%
low
0%
false
0%
bargaining range
Q.6.
Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.
0%
true
0%
can cause negotiators to ignore what the parties have in common
0%
false
0%
near
Q.7.
Skilled negotiators may
0%
can cause negotiators to ignore what the parties have in common
0%
reach the final settlement as close to the other's resistance point as possible
0%
the attitude to adopt during the negotiation
0%
skilled negotiators may take all ob the above actions
Q.8.
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.
0%
true
0%
modest
0%
false
0%
low
Q.9.
A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.
0%
modest
0%
false
0%
near
0%
true
Q.10.
An effective means of countering the intimidation tactic is to ignore it.
0%
false
0%
near
0%
the resistance point is being approached
0%
true
Q.11.
Negotiations with a positive settlement range are obvious from the beginning.
0%
all of the above
0%
true
0%
false
0%
near
Q.12.
The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
0%
the opening counteroffer
0%
false
0%
bargaining range
0%
true
Q.13.
Starting points
0%
are usually contained in the opening statements each negotiator makes
0%
all of the above are characteristics of concession making
0%
can cause negotiators to ignore what the parties have in common
0%
the attitude to adopt during the negotiation
Q.14.
It is important to signal to the other party with both actions and words that the concessions are almost over.
0%
true
0%
near
0%
false
0%
modest
Q.15.
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.
0%
false
0%
modest
0%
true
0%
low
Q.16.
Distributive bargaining strategies
0%
Disruptive action tactics can cause all of the above.
0%
reach the final settlement as close to the other's resistance point as possible
0%
can cause negotiators to ignore what the parties have in common
0%
ensure that there is enough room in the bargaining range to make some concessions
Q.17.
The negotiator's basic strategy is to
0%
reciprocating concessions is a haphazard process
0%
can cause negotiators to ignore what the parties have in common
0%
ensure that there is enough room in the bargaining range to make some concessions
0%
reach the final settlement as close to the other's resistance point as possible
Q.18.
Anything outside the bargaining range will be summarily rejected by one of the negotiators.
0%
near
0%
false
0%
modest
0%
true
Q.19.
When successive concessions get smaller, the most obvious message is that
0%
progression of concessions
0%
aggressive behavior tactics include all of the above
0%
the attitude to adopt during the negotiation
0%
the resistance point is being approached
Q.20.
The resistance point is the point at which a negotiator would like to conclude negotiations.
0%
true
0%
modest
0%
false
0%
bargaining range
Q.21.
Parties feel better about a settlement when negotiations involve a(n)
0%
progression of concessions
0%
true
0%
aggressive behavior tactics include all of the above
0%
the opening counteroffer
Q.22.
A small concession late in negotiations may indicate that there is little room left to move.
0%
the resistance point is being approached
0%
false
0%
Disruptive action tactics can cause all of the above.
0%
true
Q.23.
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.
0%
bargaining range
0%
all of the above
0%
false
0%
true
Q.24.
The opening stance is
0%
skilled negotiators may take all ob the above actions
0%
Disruptive action tactics can cause all of the above.
0%
the attitude to adopt during the negotiation
0%
the opening counteroffer
Q.25.
Parties feel better about a settlement when negotiations involve a progression of concessions.
0%
progression of concessions
0%
near
0%
true
0%
false
Q.26.
Distributive bargaining strategies are the only strategies that are effective in interdependent situations.
0%
modest
0%
false
0%
true
0%
low
Q.27.
Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.
0%
false
0%
value; worth; costs
0%
true
0%
pressure targeted parties to do things they would not otherwise do
Q.28.
To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.
0%
true
0%
near
0%
low
0%
false
Q.29.
Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation
0%
low
0%
false
0%
true
0%
modest
Q.30.
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.
0%
near
0%
false
0%
low
0%
true
Q.31.
Concession making
0%
all of the above
0%
all of the above are characteristics of concession making
0%
Disruptive action tactics can cause all of the above.
0%
aggressive behavior tactics include all of the above
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