Distributive bargaining strategies
can cause negotiators to ignore what the parties have in common
The target point is the
a point at which a negotiator would like to conclude negotiations
Starting points
are usually contained in the opening statements each negotiator makes
The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
bargaining range
The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
value; worth; costs
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.
low
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.
modest
A large majority of agreements in distributive bargaining are reached when the deadline is
near
Disruptive action tactics can cause
Disruptive action tactics can cause all of the above.
The opening stance is
the attitude to adopt during the negotiation
The bargaining range is defined by
the opening counteroffer
What action can be taken after the first round of offers?
all of the above
Good distributive bargainers will
ensure that there is enough room in the bargaining range to make some concessions
Parties feel better about a settlement when negotiations involve a(n)
progression of concessions
What statement about concessions is false?
reciprocating concessions is a haphazard process
Concession making
all of the above are characteristics of concession making
When successive concessions get smaller, the most obvious message is that
the resistance point is being approached
Skilled negotiators may
skilled negotiators may take all ob the above actions
Hardball tactics are designed to
pressure targeted parties to do things they would not otherwise do
Aggressive behavior tactics include
aggressive behavior tactics include all of the above
The negotiator's basic strategy is to
reach the final settlement as close to the other's resistance point as possible
Distributive bargaining strategies are the only strategies that are effective in interdependent situations.
FALSE
Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.
TRUE
The resistance point is the point at which a negotiator would like to conclude negotiations.
FALSE
Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation
TRUE
Anything outside the bargaining range will be summarily rejected by one of the negotiators.
TRUE
A negative bargaining range occurs when the buyer's resistance point is above the seller's.
FALSE
Negotiations with a positive settlement range are obvious from the beginning.
FALSE
A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.
TRUE
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.
TRUE
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.
FALSE
In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.
FALSE
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.
TRUE
Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.
FALSE
Parties feel better about a settlement when negotiations involve a progression of concessions.
TRUE
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.
TRUE
A small concession late in negotiations may indicate that there is little room left to move.
TRUE
It is important to signal to the other party with both actions and words that the concessions are almost over.
TRUE
One way negotiators may convey the message that "this is the last offer" is by making a personalized concession
TRUE
Hardball tactics work most effectively against powerful, well-prepared negotiators.
FALSE
Hardball tactics are infallible if used properly.
FALSE
To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.
TRUE
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.
FALSE
An effective means of countering the intimidation tactic is to ignore it.
TRUE