Deck 2: Strategy and Tactics of Distributive Bargaining

Question 1

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

Answer 1

anger,conflict

Question 2

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

Answer 2

assume the close

Question 3

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

Answer 3

bargaining range

Question 4

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

Question 5

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

Question 6

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

Question 7

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

Question 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

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

Question 13

Commitments exchange ____________ for certainty of action.

Question 14

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

Question 15

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

Question 16

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 17

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

Question 18

The package of issues for negotiation is the ____________ __________.

Question 19

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

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 first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Question 22

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

Question 23

Anything outside the bargaining range will be summarily rejected by one of the negotiators.

Question 24

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

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

Negotiations with a positive settlement range are obvious from the beginning.

Question 27

A small concession late in negotiations may indicate that there is little room left to move.

Question 28

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

Question 29

Parties feel better about a settlement when negotiations involve a progression of concessions.

Question 30

The resistance point is the point at which a negotiator would like to conclude negotiations.

Question 31

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Question 32

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.

Question 33

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

Question 34

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Question 35

It is important to signal to the other party with either behavior or words that the concessions are almost over.

Question 36

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Question 37

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.

Question 38

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

Question 39

Each party's resistance point is openly stated at the conclusion of negotiations.

Question 40

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

Question 41

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 42

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 43

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 44

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 45

Hardball tactics are infallible if used properly.

Question 46

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

Question 47

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 48

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

Question 49

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

Question 50

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.

Question 51

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 52

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 53

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 54

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 55

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 56

An effective means of countering the intimidation tactic is to ignore it.
Multiple Choice Questions

Question 57

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

Question 58

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 59

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 60

A public commitment statement means that the wider the audience,the less likely the commitment will be changed.

Question 61

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 62

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 63

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 64

Define bargaining mix.

Question 65

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

Question 66

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

Question 67

List two situations when distributive bargaining strategies are useful.

Question 68

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 69

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 70

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 71

A negative bargaining range occurs when:

Question 72

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 73

What is the simplest way to screen a position?

Question 74

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 75

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 76

Define distributive bargaining.

Question 77

A commitment statement should have

A)a low degree of finality.
B)a 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 78

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 79

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

Question 80

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