Question 1

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

Accepted Answer

Disruptive action tactics can lead to embarrassment, increased costs, anger, and escalation of conflict, making all the options correct.

Question 2

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 answers are correct

Accepted Answer

Distributive bargaining strategies focus on maximizing individual gains, often at the expense of the other party. This can cause negotiators to ignore what they have in common and can create an adversarial relationship, which may not be beneficial for maintaining long-term relationships. Therefore, choice D is the correct answer.

Question 3

The objective of both parties in distributive bargaining is to obtain as much of what as possible?
A) bargaining range
B) resistance point
C) target point
D) bargaining mix
E) none of the answers are correct

Accepted Answer

The objective of both parties in distributive bargaining is to obtain as much of the bargaining range as possible.

Question 4

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 answers are correct

Accepted Answer

A progression of concessions allows for each party to feel like they are gaining something in the negotiation, rather than just immediately settling or making a single round of concessions. This can lead to a more satisfying settlement for both parties.

Question 5

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) all of the answers are correct

Accepted Answer

The bargaining range is defined by the opening offer and the counteroffer. This range represents the possible outcomes of the negotiation and serves as a starting point for both parties to move towards an agreement. The opening stance, initial concessions, bargaining mix, and other factors may contribute to the range, but the core is the initial offer and counteroffer.

Question 6

The snow job tactic occurs when negotiators give the other party too little information.

Accepted Answer

The snow job tactic occurs when negotiators give the other party too much information, often overwhelming them and making it difficult to discern what is important.

Question 7

Starting points (or initial offers)
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 answers are correct

Accepted Answer

Starting points are usually contained in the opening statements each negotiator makes.

Question 8

Research and practical experience suggest that 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 these answers are correct

Accepted Answer

Research and practical experience suggest that a large majority of agreements in distributive bargaining are reached when the deadline is near. This is because the pressure of time constraints forces negotiators to make concessions and compromises in order to reach an agreement before the deadline passes.

Question 9

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 answers are correct

Accepted Answer

The target point is the point at which a negotiator would like to conclude negotiations, often referred to as their ideal or optimal outcome.

Question 10

One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.

Accepted Answer

This is a common negotiation tactic called the "final offer technique". By making the last concession significant or substantial, the negotiator is sending a message that they are prepared to walk away from the negotiation if the other party does not accept the offer. This can put pressure on the other party to accept the offer or risk losing the deal altogether.

Question 11

Hardball tactics are infallible if used properly.

Accepted Answer

Hardball tactics can be unethical and potentially damaging to relationships and reputation if not used carefully. It is important to consider the long-term consequences and weigh the potential benefits against the harm it may cause. Additionally, there is always a risk involved when using hardball tactics, as the other party may retaliate or refuse to negotiate altogether.

Question 12

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?
A) high
B) modest
C) extreme
D) low
E) none of the answers are correct

Accepted Answer

If you can convince the other party that your costs of delay or aborting negotiations are low, they may perceive that you have less to lose, which can lead them to lower their resistance point.

Question 13

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 answers are correct

Accepted Answer

The opening stance refers to the initial attitude that a negotiator should adopt during a negotiation. It sets the tone for the rest of the negotiation and can greatly impact the outcome. It is not necessarily a package of concessions or the first price quoted, although these may be included in the opening stance.

Question 14

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 what kind of a resistance point?
A) high
B) low
C) modest
D) extreme
E) none of the answers are correct

Accepted Answer

The answer of The more you can convince the other...

Question 15

What is expected from a particular outcome when the resistance point is established?
A) costs
B) value
C) timeliness
D) importance
E) none of the answers are correct

Accepted Answer

When a resistance point is established, the expected outcome should be an increase in the value of the negotiation. This means achieving a favorable agreement that is perceived as beneficial to both parties. While costs, timeliness, and importance are important factors in negotiations, they are not directly related to the establishment of a resistance point.

Question 16

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 answers are correct

Accepted Answer

Good distributive bargainers will ensure that there is enough room in the bargaining range to make some concessions. This allows them to still achieve their goals while also meeting the other party somewhere in the middle. Beginning negotiations with an opening offer close to their own resistance point (A) may limit their ability to make concessions and reach a mutually beneficial agreement. Accepting an offer as a fait accompli (C) means giving in without any negotiation, which is not a good strategy for distributive bargaining. Identifying the other party's target point (D) is important in integrative bargaining, but less relevant in distributive bargaining. Therefore, B is the best choice.

Question 17

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Accepted Answer

This is true. Identifying and understanding hardball tactics is crucial for a negotiator to respond effectively and reach a successful outcome.

Question 18

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 answers are correct

Accepted Answer

All of the answers are correct because after the first round of offers, the parties can hold firm, insist on their original position, make some concessions, or make no concessions.

Question 19

What statement about concessions is false?
A) Concessions are central to negotiations.
B) Concession 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 answers are correct

Accepted Answer

Reciprocating concessions in negotiations is not a haphazard process. It is a deliberate and strategic process that involves analyzing the other party's interests and priorities and identifying areas where both parties can make concessions to reach a mutually beneficial agreement.

Question 20

Hardball tactics work most effectively against powerful, well-prepared negotiators.

Accepted Answer

Hardball tactics are more likely to backfire or be less effective against powerful, well-prepared negotiators because such negotiators are likely to have the experience, resources, and strategies to counteract or resist aggressive negotiation tactics.

Quiz 2: Strategy and Tactics of Distributive Bargaining

Disruptive action tactics can cause

Distributive bargaining strategies

The objective of both parties in distributive bargaining is to obtain as much of what as possible?

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

The bargaining range is defined by

The snow job tactic occurs when negotiators give the other party too little information.

Starting points (or initial offers)

Research and practical experience suggest that a large majority of agreements in distributive bargaining are reached when the deadline is

The target point is the

One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.

Hardball tactics are infallible if used properly.

The more you can convince the other party that your costs of delay or aborting negotiations are what, the more modest the other's resistance point will be as well?

The opening stance is

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 what kind of a resistance point?

What is expected from a particular outcome when the resistance point is established?

Good distributive bargainers will

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

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

What statement about concessions is false?

Hardball tactics work most effectively against powerful, well-prepared negotiators.