Question 1

The "snow job" tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Accepted Answer

The "snow job" tactic involves providing excessive information to confuse or overwhelm the other party, making it difficult for them to discern the key points.

Question 2

The "snow job" tactic occurs when:
A) negotiators overwhelm the other party with too much information
B) negotiations refuse to offer concessions
C) it's cold outside
D) the other party acts cool and aloof

Accepted Answer

The "snow job" tactic involves overwhelming the other party with excessive information to confuse or distract them.

Question 3

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

Accepted Answer

In order to effectively respond to hardball tactics, a negotiator must first identify and understand the tactic being used. This allows them to develop an appropriate response strategy.

Question 4

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 in negotiation are often used to create a perception of strength or to undermine the perceived options of the opposing party, thereby influencing the negotiation dynamics.

Question 5

An effective strategy for dealing with intimidation is to use a team to negotiate with the other party.

Accepted Answer

Using a team to negotiate can provide support, diverse perspectives, and reduce the pressure on any single individual, making it harder for the intimidating party to target or manipulate one person.

Question 6

Aggressive behaviour tactics include all of the following, except:
A) asking for the best offer at the end of negotiations.
B) forcing the other side to make many concessions to reach an agreement.
C) asking the other party to explain and justify their proposals item by item.
D) the relentless push for further concessions.

Accepted Answer

Asking for the best offer at the end of negotiations is a tactic to finalize a deal rather than an aggressive behavior tactic.

Question 7

Which of the following hardball tactics pretends that an issue of little or no importance to them is really quite important?
A) Lowball/Highball
B) The Nibble
C) Good Cop/Bad Cop
D) Bogey

Accepted Answer

The Bogey tactic involves pretending that an issue of little or no importance is very important to gain concessions on other issues.

Question 8

The most popular closing tactic is:
A) assume the close
B) sweeteners
C) the exploding offer
D) split the difference

Accepted Answer

The answer of The most popular closing tactic is:
A) assume...

Question 9

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

Accepted Answer

The "snow job" tactic involves overwhelming the other party with too much information to confuse or distract them.

Question 10

Aggressive tactics include pushing for further concessions, asking for the best offer early, and asking the other party to explain and justify his or her proposals item by item.

Accepted Answer

Aggressive tactics in negotiation often involve pressuring the other party for more concessions, demanding the best offer upfront, and scrutinizing their proposals in detail to gain an advantage.

Question 11

Ignoring a hardball tactic always gives the appearance of a weak response

Accepted Answer

Ignoring a hardball tactic can sometimes be a strategic move, showing confidence and composure rather than weakness.

Question 12

Hardball tactics are designed to:
A) pressure targeted parties to do things they would not otherwise do.
B) eliminate risk for the person using the tactic.
C) clarify the user's adherence to a distributive bargaining approach.
D) be used primarily against powerful negotiators.

Accepted Answer

Hardball tactics are aggressive strategies used in negotiations to pressure the other party into making concessions or agreements they might not otherwise consider.

Question 13

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.

Question 14

A(n) contains an extremely tight deadline to pressure the other party to agree quickly.
A) snow job
B) incompetent concession
C) sweet deal
D) exploding offer

Accepted Answer

An exploding offer is a type of offer that comes with a very tight deadline, pressuring the other party to make a quick decision.

Question 15

Aggressive tactics include a relentless push for further concessions.

Accepted Answer

Aggressive tactics often involve persistently demanding more concessions or advantages from the other party in negotiations or discussions.

Question 16

When successive concessions get smaller, the most obvious message is that:
A) the resistance point is being reached.
B) the negotiator has passed the resistance point.
C) the negotiator is reaching the fatigue point.
D) the concession maker's position is weakening.

Accepted Answer

When concessions become smaller, it often indicates that the negotiator is approaching their resistance point, where they are less willing to make further concessions.

Question 17

Negotiators using tactic ask for a proportionally small concession on an item that hasn't been discussed previously to close the deal.
A) Lowball/Highball
B) The Nibble
C) Good Cop/Bad Cop
D) Bogey

Accepted Answer

The Nibble is a tactic where negotiators ask for a proportionally small concession on an item that hasn't been discussed previously to close the deal.

Question 18

Hardball tactics are infallible if used properly.

Accepted Answer

Hardball tactics may bring short-term success, but they also carry long-term risks such as damaging relationships and reputations. They also often create win-lose situations rather than fostering mutual benefit. Therefore, they are not infallible and can have negative consequences if not used carefully.

Question 19

Hardball tactics can be handled by discussing or ignoring them.

Accepted Answer

The answer of Hardball tactics can be handled by discussing...

Question 20

Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?
A) Bogey
B) Good Cop/Bad Cop
C) Lowball/Highball
D) The Nibble

Accepted Answer

The Lowball/Highball tactic involves making an extreme offer to influence the other party to adjust their expectations and move closer to the desired outcome.

Quiz 2: Strategy and Tactics of Distributive Bargaining

The "snow job" tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

The "snow job" tactic occurs when:

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

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.

An effective strategy for dealing with intimidation is to use a team to negotiate with the other party.

Aggressive behaviour tactics include all of the following, except:

Which of the following hardball tactics pretends that an issue of little or no importance to them is really quite important?

The most popular closing tactic is:

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

Aggressive tactics include pushing for further concessions, asking for the best offer early, and asking the other party to explain and justify his or her proposals item by item.

Ignoring a hardball tactic always gives the appearance of a weak response

Hardball tactics are designed to:

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

A(n) contains an extremely tight deadline to pressure the other party to agree quickly.

Aggressive tactics include a relentless push for further concessions.

When successive concessions get smaller, the most obvious message is that:

Negotiators using tactic ask for a proportionally small concession on an item that hasn't been discussed previously to close the deal.

Hardball tactics are infallible if used properly.

Hardball tactics can be handled by discussing or ignoring them.

Which of the following hardball tactics is based on the theory that the use of extreme offers will cause the other party to re-evaluate his or her own opening offer and move closer to or beyond their resistance point?