Question 1

Deceiving and bluffing,and concealing and distorting information are:

Accepted Answer

C

Question 2

You increase your negotiating power by not revealing your BATNA.

Accepted Answer

Revealing your BATNA (Best Alternative to a Negotiated Agreement) can actually increase your negotiating power by showing the other party that you have other options, thereby potentially making them more willing to make concessions to reach an agreement.

Question 3

When the other party makes the first offer,and the offer is extreme,negotiators commonly react by:

Accepted Answer

Reacting with an equally extreme offer (option A) may not result in a successful negotiation as it can escalate the situation and create an impasse. Adhering more strongly to our initial offer (option B) also may not be appropriate as it can signal inflexibility and unwillingness to compromise. Countering with a more extreme offer (option D) can exacerbate the situation and increase tension. The best choice in this scenario is to carefully assess the other party's offer, consider our own goals and interests, and then make a counteroffer that is less extreme but still favorable to us. This can potentially signal to the other party that we are willing to negotiate and find a mutually beneficial solution. Therefore, option C is the best choice.

Question 4

Asking for more than you expect,using silence,and using time to your advantage are example____________ used in distributive bargaining.

Accepted Answer

Tactics are specific techniques used in distributive bargaining to achieve one's goals. Asking for more than you expect, using silence, and using time to your advantage are all tactics used in distributive bargaining. Strategies are broader plans of action, positions refer to one's stance on a particular issue, and stages refer to the different phases of a negotiation. So, the best choice is A: Tactics.

Question 5

Most people bargain collaboratively.

Accepted Answer

Most people tend to bargain competitively rather than collaboratively, aiming to maximize their own gains rather than seeking a solution that benefits all parties involved.

Question 6

Adjustments or reductions to demands are called:

Accepted Answer

Concessions refer to adjustments or reductions to demands during negotiation. This term is commonly used in the context of bargaining and compromise, but specifically refers to the act of yielding to the other party's position in order to make progress towards a resolution. Aspiration levels, on the other hand, are the goals or objectives that negotiators hope to achieve, and may be adjusted during a negotiation as parties make concessions or receive new information. However, aspirations are distinct from concessions as they do not necessarily involve giving up something to the other party.

Question 7

_______ are the primary focus of distributive bargainers.

Accepted Answer

Distributive bargainers focus on positions, which are their initial demands in the negotiation. They aim to get as much as possible without making concessions, and their goal is to maximize their own outcomes.

Question 8

Saying,"This is the best I can do," or "I cannot move any farther" is an example of:

Accepted Answer

The statement "This is the best I can do," or "I cannot move any farther" is an indication of a final offer, which means that the negotiator has offered all that they can and cannot make any further concessions.

Question 9

Distributive bargaining ____________ form of negotiation.

Accepted Answer

Distributive bargaining is a win-lose form of negotiation where each party tries to maximize their share of the resources. It is based on the assumption that there is a fixed amount of resources to be divided and each party seeks to claim as much as possible. This approach is often used in situations where there is a single issue to be negotiated, such as the price of a product or the terms of a contract.

Question 10

The more attractive your BATNA is,the harder it is for you to walk away from the negotiation without reaching agreement.

Accepted Answer

A more attractive BATNA (Best Alternative to a Negotiated Agreement) makes it easier for you to walk away from a negotiation, as you have a better alternative waiting for you outside of the current negotiation.

Question 11

"You must reduce shipment costs by $10 per package or we will give our business to your competitor." This is an example of:

Accepted Answer

The answer of "You must reduce shipment costs by $10...

Question 12

Aspiration levels are the outcomes that you realistically hope to achieve.

Accepted Answer

Aspiration levels are indeed the outcomes that one realistically hopes to achieve, whether in personal or professional life.

Question 13

Parties are more likely to reveal their BATNAs than their resistance points.

Accepted Answer

Parties are more likely to reveal their Best Alternative to a Negotiated Agreement (BATNA) than their resistance point because revealing their resistance point may weaken their bargaining position.

Question 14

Distributive negotiation should be the negotiating style of choice when parties are mainly interested in:

Accepted Answer

Distributive negotiation is used when parties are mainly interested in claiming the most value for themselves, such as in a zero-sum game where one party's gain is the other's loss. This style typically involves fixed resources and competitive tactics, with each party trying to maximize their own share of the pie. Therefore, the best choice in this scenario is D, "claiming the most value for themselves."

Question 15

Which one of the following responses is not an example of an equality fairness norm ?

Accepted Answer

Personal development goals do not relate to equality and fairness norms, as they are based on an individual's personal growth and development rather than sharing resources or benefits equally among a group. The other options, such as relationship goals, ongoing relationships, and allocating rewards, all involve some form of equality and fairness in the distribution of resources or benefits.

Question 16

Bogey,good cop-bad cop and lowball-highball are examples of:

Accepted Answer

Bogey, good cop-bad cop, lowball-highball are all considered as dirty tricks because they are used to manipulate or deceive the other party. Bargaining power and positions are not relevant to these specific tactics.

Question 17

Which of the following lists conditions that suggest using distributive negotiation?

Accepted Answer

Distributive negotiation is typically used when the parties' goals are in fundamental conflict, the relationship between them is not a high priority, resources are limited, and there is a lack of trust and cooperation. This approach is often competitive, with each party trying to maximize their own gain, which aligns with the conditions listed in option B.

Question 18

Which of the following is not a distributive bargaining tactic?

Accepted Answer

Distributive bargaining involves a negotiation process in which one party's gain is another party's loss. Tactics such as estimating the other party's resistance points, setting high targets, and being willing to walk away are common in distributive bargaining. However, the advice to not make the first offer is more related to negotiation strategy in general and is not specific to distributive bargaining. It's a tactic that can be used in various negotiation contexts, including integrative bargaining, where the focus is on mutual gains.

Question 19

Determining positions,and setting reservation prices and target points should all take place during:

Accepted Answer

The answer of Determining positions,and setting reservation prices and target...

Question 20

Which of the following is an example of an ethically questionable tactic?

Accepted Answer

Selective presentation involves only presenting information that supports your argument while leaving out contradictory information. It is ethically questionable because it can deceive the other party and prevent them from making an informed decision.

Option B, using time to your advantage, can be ethically acceptable as long as it does not involve dishonesty or coercion.

Option C, refusing to make concessions, may be a legitimate negotiation tactic, but it should not be used to prevent a mutually beneficial agreement.

Option D, flinching, is generally considered to be a harmless negotiation tactic that may or may not be effective, but it is not ethically questionable.

Quiz 3: Distributive Bargaining: A Strategy for Claiming Value