Question 1

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

Accepted Answer

The answer of The objective of both parties in distributive...

Question 2

It is important to signal to the other party with both actions and words that the concessions are almost over.

Accepted Answer

It is important to communicate to the other party in negotiations that the concessions are coming to an end, both verbally and through actions, such as body language and tone of voice. This can help avoid miscommunications and ensure that both parties are aware of the upcoming agreement.

Question 3

The target point is the

Accepted Answer

The target point is the point at which a negotiator would like to conclude negotiations. It reflects the ideal outcome for the negotiator and represents their goal.

Question 4

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

Accepted Answer

By making a personalized concession, the negotiators can show that they have gone as far as they can and that this is indeed the last offer. This can be a powerful way to communicate the message without creating a confrontational or negative tone.

Question 5

Hardball tactics are infallible if used properly.

Accepted Answer

While hardball tactics may be effective in achieving short-term goals, they can also have negative long-term consequences such as damaging relationships with customers or suppliers. Additionally, using manipulative or aggressive tactics can damage one's reputation and credibility. Therefore, hardball tactics should be used with caution and only when necessary.

Question 6

Starting points

Accepted Answer

Starting points are typically outlined in the opening statements made by each negotiator, as they set the initial positions from which negotiations will proceed.

Question 7

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 8

The resistance point is established by the ____________ expected from a particular outcome,which is in turn the product of the ____________ and ____________ of an outcome.

Accepted Answer

The resistance point is the highest cost or lowest value that a person is willing to accept in a negotiation. It is determined by the perceived worth or value of the outcome and the associated costs. Therefore, the correct sequence of factors is value, worth, and cost, as described in option B.

Question 9

The more you can convince the other party that your costs of delay or aborting negotiations are ____________,the more modest will be the other's resistance point.

Accepted Answer

If you can convince the other party that your costs of delay or aborting negotiations are low, they may believe you have less to lose and thus be more willing to lower their resistance point.

Question 10

Distributive bargaining strategies

Accepted Answer

Distributive bargaining strategies are often focused on dividing a fixed amount of resources between parties and may lead negotiators to focus solely on their own interests, ignoring the commonalities between parties. While they may be useful in some situations, they can also be damaging to long-term relationships.

Question 11

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

Accepted Answer

This statement is true. To effectively respond to hardball tactics, a negotiator needs to recognize and understand the tactic being employed, in order to formulate an appropriate response.

Question 12

The more you can convince the other that you value a particular outcome outside the other's bargaining range,the more pressure you put on the other party to set by one of the following resistance points.

Accepted Answer

The answer of The more you can convince the other...

Question 13

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

Accepted Answer

When a commitment is made publicly, it is more likely to be perceived as a binding promise, and therefore, the individual or organization making the commitment will feel more pressure to follow through with it. Furthermore, public announcements can create a sense of accountability, as others may hold the individual or organization responsible for fulfilling the commitment.

Question 14

The opening stance is

Accepted Answer

The opening stance refers to the attitude or approach that a negotiator takes during the negotiation. It is not necessarily a specific package of concessions, nor is it always the first price quoted by a buyer. Therefore, options A, B, and D are incorrect. Option E is also incorrect because not all of the listed choices describe the opening stance.

Question 15

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.

Accepted Answer

The best response to the chicken tactic is not to escalate the situation by responding with one's own chicken tactic, but rather to de-escalate by addressing the underlying issues, seeking mutual understanding, and finding a collaborative solution. Escalating can lead to destructive outcomes rather than constructive resolutions.

Question 16

A large majority of agreements in distributive bargaining are reached when the deadline is

Accepted Answer

When the deadline is near, there is a sense of urgency and pressure to reach an agreement which motivates both parties to compromise and make concessions in order to avoid the negative consequences of not reaching an agreement. Therefore, a large majority of agreements in distributive bargaining are reached when the deadline is near.

Question 17

Disruptive action tactics can cause

Accepted Answer

Disruptive action tactics can cause embarrassment to either party involved in the conflict, increased costs due to legal fees or damaged property, anger towards the other party, and escalate the conflict further. Therefore, all the options given are correct.

Question 18

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

Accepted Answer

A concession made late in negotiations typically indicates that both parties have reached their limits and are close to reaching a final agreement. It may also signal a willingness to compromise and finalize the deal.

Question 19

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

Accepted Answer

By ignoring the intimidation tactic, the person is not giving in to the fear and pressure that the intimidator is trying to exert. This may cause the intimidator to lose power and eventually stop their behavior. However, if the intimidation becomes physical or dangerous, it is important to seek help from authorities.

Question 20

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.

Accepted Answer

This statement is true because when the other party becomes committed to a certain position, they may become rigid in their stance and unwilling to make concessions or reach a compromise. This can make the negotiation more difficult and less likely to be successful. Therefore, it is important for negotiators to try to prevent the other party from becoming too committed to a particular position in order to maintain flexibility and openness to different possible outcomes.

Quiz 2: Strategy and Tactics of Distributive Bargaining