Deck 2: Strategy and Tactics of Distributive Bargaining

Question 1

Channeling all communication through a ____________ ____________ reduces inadvertent revelation of information.

Answer 1

team spokesperson

Question 2

____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

Answer 2

Delay tactics

Question 3

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

Answer 3

limited resource

Question 4

An offer that may have been accepted had it emerged as a result of ____________ ____________ may be rejected when it is presented as a fait accompli.

Question 5

In some ways, the ultimate weapon in negotiation is to threaten to ____________ ____________.

Question 6

The more attractive the other party's alternatives, the more likely he or she will be to maintain a ____________ resistance point.

Question 7

The package of issues for negotiation is the ____________ ____________.

Question 8

To communicate the most effective message, a negotiator should try to send a consistent message through both an ____________ ____________ and an ____________ ____________.

Question 9

Although disruptive action tactics can work, they may also produce ____________ and escalation of ____________.

Question 10

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ ____________.

Question 11

____________ ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Question 12

A party changing his or her position after a commitment should be given every opportunity to retreat with ____________.

Question 13

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

Question 14

Commitments exchange ____________ for certainty of action.

Question 15

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

Question 16

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Question 17

The spread between the resistance points is called the ____________ ____________.

Question 18

If one side is not prepared to make concessions, either the other must ____________ or the negotiations will ____________.

Question 19

Another way to strengthen a commitment is to ____________ with one or more allies.

Question 20

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the ____________ and ____________ they employ.

Question 21

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

A) bargaining range
B) resistance point
C) target point
D) bargaining mix
E) None of the above.

Question 22

The target point is the

A) point at which a negotiator would like to conclude negotiations.
B) negotiator's bottom line.
C) first offer a negotiator quotes to his opponent.
D) initial price set by the seller.
E) None of the above describes the target point.

Question 23

Distributive bargaining strategies

A) are the most efficient negotiating strategies to use.
B) are used in all interdependent relationships.
C) are useful in maintaining long term relationships.
D) can cause negotiators to ignore what the parties have in common.
E) None of the above describes distributive bargaining strategies.

Question 24

The bargaining range is defined by

A) the opening stance and the initial concession.
B) the initial round of concessions.
C) the bargaining mix and the opening stance.
D) the opening offer and the counteroffer.
E) The bargaining range is defined by all of the above.

Question 25

The ____________ ____________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Question 26

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

Question 27

Starting points

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 28

The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.

A) cost, value, worth
B) value, worth, cost
C) value, cost and timeliness
D) cost, importance, value
E) None of the above.

Question 29

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.

A) high
B) modest
C) extreme
D) low
E) None of the above.

Question 30

What statement about concessions is false?

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.

Question 31

What action can be taken after the first round of offers?

A) hold firm
B) insist on the original position
C) make some concessions
D) make no concessions
E) All of the above.

Question 32

Parties feel better about a settlement when negotiations involve a(n)

A) immediate settlement.
B) single round of concessions.
C) progression of concessions.
D) fait accompli.
E) All of the above.

Question 33

The opening stance is

A) another name for the first round of concessions.
B) the first price that a buyer quotes to a seller.
C) the attitude to adopt during the negotiation.
D) a package of concessions.
E) All of the above describe the opening stance.

Question 34

____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

Question 35

Disruptive action tactics can cause

A) embarrassment.
B) increased costs.
C) anger.
D) escalation of conflict.
E) Disruptive action tactics can cause all of the above.

Question 36

A large majority of agreements in distributive bargaining are reached when the deadline is

A) near.
B) flexible.
C) past.
D) undefined.
E) None of the above.

Question 37

Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.

Question 38

Good distributive bargainers will

A) begin negotiations with the other party with an opening offer close to their own resistance point.
B) ensure that there is enough room in the bargaining range to make some concessions.
C) accept an offer that is presented as a fait accompli.
D) immediately identify the other party's target point.
E) All of the above are actions that good distributive bargainers will take.

Question 39

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.

A) high
B) low
C) modest
D) extreme
E) None of the above.

Question 40

Good ____________ is critical for defending against the lowball/highball (or all) hardball tactics.

Question 41

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

Question 42

How can a negotiation that begins with a negative bargaining range be resolved?

Question 43

What can happen when one or both parties do not think they got the best agreement possible?

Question 44

Define bargaining mix.

Question 45

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

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 46

Aggressive behavior tactics include

A) the relentless push for further concessions.
B) asking for the best offer early in negotiations.
C) asking the other party to explain and justify their proposals item by item.
D) forcing the other side to make many concessions to reach an agreement.
E) Aggressive behavior tactics include all of the above.

Question 47

The negotiator's basic strategy is to

A) get information about the opposition and its positions.
B) reach the final settlement as close to the other's resistance point as possible.
C) convince members of the other party to change their minds about their ability to achieve their own goals.
D) promote his or her own objectives as desirable, necessary, and inevitable.
E) All of the above.

Question 48

Define calculated incompetence.

Question 49

A commitment statement should have a

A) low degree of finality.
B) high degree of specificity.
C) an indefinite statement of consequences.
D) a high degree of emotionality.
E) None of the above should be included in a commitment statement.

Question 50

List two situations when distributive bargaining strategies are useful.

Question 51

Define distributive bargaining.

Question 52

Negotiators who make threats

A) are perceived as more powerful than negotiators who do not use threats.
B) receive higher outcomes than negotiators who do not use threats.
C) are perceived as more cooperative in distributive negotiations.
D) should use detailed, complex statements of demands, conditions and consequences.
E) All of the above describe negotiators who make threats.

Question 53

Skilled negotiators may

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 54

What is the simplest way to screen a position?

Question 55

Hardball tactics are designed to

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 56

A negative bargaining range occurs when:

Question 57

List several information sources one can use to indirectly assess the other party's resistance point.

Question 58

A commitment

A) should not be interpreted as a threat.
B) postpones the threat of future action.
C) is designed to increase both parties' choices to a portfolio of options.
D) removes ambiguity about the actor's intended course of action.
E) All of the above.

Question 59

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

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 60

Concession making

A) indicates an acknowledgment of the other party.
B) shows a movement toward the other's position.
C) implies a recognition of the legitimacy of the other party's position.
D) recognizes the other party's position.
E) All of the above are characteristics of concession making.

Question 61

Discuss the importance of reciprocating (or not reciprocating) concessions.

Question 62

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

Question 63

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

Question 64

Define selective presentation.

Question 65

Define commitment.

Question 66

List ways to prevent the other party from establishing a committed position.

Question 67

What are the three properties of commitment statements?

Question 68

What are the advantages of adopting a flexible position?

Question 69

What are the strategies for responding to hardball tactics?

Question 70

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

Question 71

What are the risks involved when using hardball tactics?

Question 72

Why is it advantageous to make an extreme opening offer?

Question 73

How can a negotiator abandon a committed position?

Question 74

What are the disadvantages of making a more extreme opening offer?

Question 75

What characteristics of original offer, opening stance and opening concession would signal a position of firmness? Of flexibility?