question

Distributive bargaining is a ___________ form of negotiation.

answer

Win-lose

question

___________ are the primary focus of distributive bargainers.

answer

Positions

question

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

answer

Thinking that their initial offer was too optimistic, and revising it to be less favorable to themselves.

question

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

answer

Tactics

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Adjustments or reductions to demands are called:

answer

Concessions

question

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

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Dirty Tricks

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

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A final offer

question

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

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The strategy implementation stage of the negotiation.

question

Deceiving and bluffing, and concealing and distorting information are:

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tactics you can use to help you gather information about the other party.

question

An example of an ethically questionable tactic is...

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refusing to make concessions

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Conditions that suggest using distributive negotiation

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Goals are in fundamental conflict, the relationship is not a high priority, resources are limited, and trust and cooperation are lacking.

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"You must reduce shipment costs by $0 per package or we will give our business to your competitor." This is an example of:

answer

A commitment

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Equality fairness norms

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relationship goals, ongoing relationships, and allocating rewards (NOT: Personal development goals)

question

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

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Claiming the most value for themselves.

question

Distributive bargaining tactics:

answer

Estimate the other party's resistance points, set your targets high, be willing to walk away. (NOT: Do not make the first offer.)

question

Aspiration levels are the outcomes that you realistically hope to achieve

answer

True

question

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

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False

question

Most people bargain collaboratively.

answer

False

question

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

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True

question

You increase your negotiating power by not revealing your BATNA.

answer

False

question

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

answer

True

question

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

answer

True

question

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.

answer

True

question

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

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True

question

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

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False

question

Integrative negotiation is a _________ form of negotiation

answer

Win-Win

question

Defining the situation, identifying interests, and building rapport:

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Take on more importance in integrative negotiation than in distributive negotiation.

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To separate the person from the problem:

answer

consider the roles of emotions, perceptions, and communication.

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When negotiating integratively, the focus is on:

answer

Interests

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What is not appropriate when negotiating integratively?

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Compromise

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Separating the person from the problem is an example of an integrative negotiation ___________.

answer

Tactic.

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Asking open-ended, probing questions, asking for clarification regarding what the other party said, and not blaming the other party when a problem arises are all examples of:

answer

Tools to help gain a shared understanding between the negotiating parties

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Fears, concerns, and unmet needs refer to a negotiator's:

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Interests

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What pertains to the tangible issues that are being negotiated?

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Substantive interests

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Instrumental interests refer to

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When you value or need something because it will help you in the future.

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Focusing on interests during the negotiation:

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Expands the number and type of solutions that will help both sides.

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The solution process in which parties maximize joint gain by funding trades that capitalize on their differences is called:

answer

Logrolling

question

you are meeting your manager to discuss getting a raise. To support the amount of the new salary that you will ask for, you show your manager the salary range for someone in your job, based on a salary survey conducted by a reputable human resources consulting firm. You explain that your job responsibilities match those of others whose salary falls in the top quarter of the range. This is an example of:

answer

Using objective criteria to evaluate options

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Integrative negotiation begins with:

answer

Investigating how to expand the pie

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When brainstorming, negotiators should not:

answer

search for the single best answer

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Using objective criteria is most effective when each party searches for its own criteria as opposed to searching for objective criteria together.

answer

False

question

It is inappropriate to be aggressive when negotiating integratively

answer

False

question

To negotiate optimally, each party's interests should be kept secret from the other party.

answer

False

question

The best approach when discussing issues is to focus on one issue at a time

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False

question

Once trust is broken it cannot be restored into a negotiation relationship

answer

False

question

Distributive negotiation offers more opportunities to find solutions that are acceptable to both parties than integrative negotiation.

answer

False

question

Interests can be intrinsic or instrumental

answer

True

question

Negotiators who make multiple equivalent offers have more difficulty finding integrative solutions

answer

False

question

Legal requirements, relevant precedents, customs, market prices or wages, professional standards and policies are examples of objective criteria.

answer

True

question

Trust is important to successful integrative negotiation.

answer

True

question

Closing the negotiation begins:

answer

During your preparation for the negotiation

question

Emphasizing to the other party how much the party will save relative to the party's costs is an example of:

answer

Framing

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Negotiating parties who are more concerned about the risk of change than they are about the risk of failing to change are being influenced by

answer

Status quo bias

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What is an example of a default option?

answer

"Check this box if you do not want to receive our weekly email newsletter."

question

The sequential questions closing tactic involves:

answer

Asking a series of questions, all of which are designed to illicit a "yes" from the other party.

question

"If we do not receive your signed mortgage application and application fee by 5PM today, the interest rate will increase by a quarter of a percent." This is an example of

answer

An exploding offer.

question

"If you accept the transfer, you will not only get a rise, but you will also get a promotion and an added week of vacation." This is most likely appealing to the other party's

answer

Interests

question

If your opening offer is $15k and the dealer starts the price at $20k, and you agree on $17.5k without either party making any other concessions, the dealer and you have used which of the following closing tactics?

answer

Compromise

question

You can put 20% down and get a 7% interest rate, or put 30% down and get a 6.75% interest rate is an example of which of the following closing tactics?

answer

Multiple equivalent options

question

Which of the following is not a typical cause of a party's reluctance to agree to the offer?

answer

The solution appears too easy.

question

Exploding offers and sequential questions are not advisable to use if

answer

You want to preserve or build the relationship between parties

question

Understanding and overcoming objections and persuading the other party to say yes is most effective when done:

answer

Throughout the negotiation

question

Drawing diagrams and providing word pictures that demonstrate the positive outcomes that the other party will realize are especially effective methods for overcoming which of the following objections?

answer

It does not work for me

question

The best closing tactic:

answer

Avoid alienating the other party

question

Proposals that did not involve the other party's input are more likely to be:

answer

rejected.

question

Successfully closing a deal or settling a dispute requires you to convince the other party why or how your proposal satisfies your interests.

answer

False

question

How you close the deal is related to how successfully the terms of your agreement are implemented.

answer

True

question

Inviting the other side for constructive criticism of your proposals as you develop them is a good tactic for overcoming the other party's objections to your proposals.

answer

True

question

Requiring a short deadline for the other party's review of a complex proposal will typically work in your favor.

answer

False

question

Pointing out that the other party will incur costs if he or she takes time to think over the deal is an effective way to prevent losing the deal.

answer

True

question

Offering to compromise is an example of a closing tactic

answer

True

question

Splitting the difference between the last two offers is an even split only if the opening offers were equivalent from a theoretically correct settlement point, and if the concessions that both parties make are equal.

answer

True

question

It is not always necessary to use closing tactics.

answer

True

question

Using closed-ended questions is recommended once negotiators reach the closing stage

answer

False

question

Reframing your offer is an effective way to overcome objections.

answer

True

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