Deck 3: Distributive Bargaining: A Strategy for Claiming Value

Question 1

Deceiving and bluffing,and concealing and distorting information are:

A)Not commonly used when negotiating distributively.
B)Common distributive negotiation strategies.
C)Tactics you can use to help you gather information about the other party.
D)More commonly used in collaborative negotiations than distributive negotiations.

Answer 1

C

Question 2

You increase your negotiating power by not revealing your BATNA.

Answer 2

False

Question 3

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

A)Countering with an equally extreme offer.
B)Adhering more strongly to our initial offer.
C)Thinking that their initial offer was too optimistic,and revising it to be less favorable to themselves.
D)Countering with a more extreme offer.

Answer 3

C

Question 4

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

A)Tactics.
B)Strategies.
C)Positions.
D)Stages.

Question 5

Most people bargain collaboratively.

Question 6

Adjustments or reductions to demands are called:

A)Compromises.
B)Bargaining.
C)Concessions.
D)Aspiration levels.

Question 7

_______ are the primary focus of distributive bargainers.

A)Resistance points.
B)Positions.
C)Target points.
D)Tactics.

Question 8

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

A)A hardball tactic.
B)Encouragement to continue negotiating.
C)Nibbling.
D)A final offer.

Question 9

Distributive bargaining ____________ form of negotiation.

A)Win-win.
B)Lose-win.
C)Win-lose.
D)Lose-lose.

Question 10

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

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:

A)A commitment.
B)A distributive tactic.
C)A dirty trick.
D)An appeal to a norm of fairness.

Question 12

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

Question 13

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

Question 14

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

A)Mutually satisfying outcomes.
B)Coming to a quick agreement.
C)Building the relationship.
D)Claiming the most value for themselves.

Question 15

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

A)Relationship goals.
B)Personal development goals.
C)Ongoing relationships.
D)Allocating rewards.

Question 16

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

A)Dirty strategies.
B)Dirty tricks.
C)Bargaining power.
D)Positions.

Question 17

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

A)Goals are not in fundamental conflict,relationship is a high priority,resources are not fixed,and trust and cooperation exist.
B)Goals are in fundamental conflict,the relationship is not a high priority,resources are limited,and trust and cooperation are lacking.
C)Goals are in fundamental conflict,the relationship is not a high priority,resources are not fixed,and trust and cooperation exist.
D)Goals are not in fundamental conflict,the relationship is a high priority,resources are fixed,and trust and cooperation are lacking.

Question 18

Which of the following is not a distributive bargaining tactic?

A)Estimate the other party's resistance points.
B)Set your targets high.
C)Do not make the first offer.
D)Be willing to walk away.

Question 19

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

A)Your first negotiation session with the other party.
B)The strategic planning stage of the negotiation.
C)The strategy implementation stage of the negotiation.
D)Your final negotiation session with the other party.

Question 20

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

A)Selective presentation.
B)Using time to your advantage.
C)Refusing to make concessions.
D)Flinching.

Question 21

What are the benefits of making the first offer?

Question 22

Providing explanations for your offers is typically more persuasive than providing an emotional appeal.

Question 23

Negotiators who begin with a tough stance and make few early concessions,and later make larger concessions,elicit more concessions from the other party than negotiators who begin with generous concessions and then become tough and unyielding.

Question 24

Why are concessions an important aspect of distributive bargaining?

Question 25

What is a "commitment?" Discuss some of the benefits of and drawbacks to making commitments.

Question 26

The party that does most of the talking puts the other party at a disadvantage.

Question 27

When negotiating distributively,the parties are expected to make offers and counteroffers before reaching an agreement.

Question 28

An effective way to gain information and concessions is to respond to the other negotiator's argument or offer with silence.