Question 1

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

Accepted Answer

Alternatives provide negotiators with a sense of power and control, as they can walk away from a negotiation if the proposed deal is not satisfactory. This gives them the ability to explore other options and potentially return to the table with more leverage.

Question 2

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

Accepted Answer

Threatening to terminate negotiations can be a powerful strategy to force the other party to make concessions and come to an agreement. However, it must be used carefully and strategically, as it can also damage the relationship and make future negotiations more difficult.

Question 3

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

Accepted Answer

False

Question 4

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

Accepted Answer

Schedule manipulation, also known as time pressure tactics, involves purposely limiting the time available for negotiations in order to push the other party to make concessions, leading to a potential advantage for the manipulator.

Question 5

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

Accepted Answer

The statement is true. When a negotiator assumes the close, they are acting as if the decision to close the deal has already been made in order to encourage the other party to agree and move forward with the agreement.

Question 6

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

Accepted Answer

Locating the other party's resistance point is crucial in distributive bargaining because it helps negotiators determine the lowest point at which the other party is willing to accept an agreement. This allows negotiators to determine their own bargaining range and develop a strategy and tactics to achieve their goals within that range.

Question 7

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

Accepted Answer

The resistance point, also known as the walk-away point, is the point at which an individual or party is no longer willing to continue negotiating and is prepared to end the discussion or partnership. Therefore, the statement is true.

Question 8

A positive bargaining zone occurs when the buyer's resistance point is above the seller's.

Accepted Answer

In a positive bargaining zone, both parties have room to negotiate within the seller's asking price and the buyer's maximum price they are willing to pay. If the buyer's resistance point (the maximum amount they are willing to pay) is higher than the seller's asking price, it means there is a positive bargaining zone and a potential for successful negotiation.

Question 9

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

Accepted Answer

Disruptive action tactics, such as protests and civil disobedience, can be effective in drawing attention to an issue and advocating for change. However, they may also provoke a negative reaction from those who do not support the cause, leading to increased conflict and hostility.

Question 10

The spread between the resistance points is called the bargaining agreement.

Accepted Answer

The spread between the resistance points is not called the bargaining agreement. The term "bargaining agreement" refers to a negotiated agreement between employers and employees or their representatives, outlining the conditions of employment such as wages, benefits, and working conditions.

Question 11

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

Accepted Answer

In negotiations, both sides must be willing to make concessions in order to reach a mutually beneficial agreement. If one side is not willing to make any concessions, the other side may be forced to either give in completely or the negotiations will reach a deadlock.

Question 12

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

Accepted Answer

The answer of The more attractive the other party's alternatives,...

Question 13

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

Accepted Answer

Hardball tactics are often used to gain an advantage in negotiation by making one side appear stronger or the other side appear weaker.

Question 14

To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and stance.

Accepted Answer

Sending a consistent message through both the opening offer and stance helps to build trust and credibility with the other party and makes the negotiation more efficient and effective.

Question 15

Many people use distributive bargaining strategies and tactics almost exclusively, negotiators don't need to understand how to counter their effects.

Accepted Answer

Distributive bargaining strategies and tactics can often lead to impasse or suboptimal outcomes, so it is important for negotiators to understand how to counter their effects with integrative bargaining strategies and tactics.

Question 16

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

Accepted Answer

Distributive bargaining is a type of negotiation where there is a fixed amount of resources to divide between the parties involved. It focuses on trying to maximize one's own share of the resources at the expense of the other party.

Question 17

Channeling all communication through a team spokesperson reduces inadvertent revelation of information.

Accepted Answer

When all communication goes through a single spokesperson, the likelihood of accidentally revealing information decreases, as all statements will be reviewed and approved by the spokesperson before dissemination. This can help to maintain consistency and minimize confusion, as well as prevent unauthorized individuals from speaking on behalf of the team or organization.

Question 18

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

Accepted Answer

The answer of An offer that may have been rejected...

Question 19

The objective of both parties in negotiation is to obtain as little of the bargaining zone as possible.

Accepted Answer

The objective of both parties in a negotiation is typically to maximize their share of the bargaining zone, not to obtain as little as possible.

Question 20

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

Accepted Answer

This statement is true. The outcome of a distributive bargaining situation is largely determined by the negotiation strategies and tactics used by each party.

Quiz 2: Strategy and Tactics of Distributive Bargaining