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- 1. Multiple Choice
Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.TrueFalse - 2. Multiple Choice
The resistance point is the point at which a negotiator would like to conclude negotiations.TrueFalse - 3. Multiple ChoiceNegotiations with a positive settlement range are obvious from the beginning.TrueFalse
- 4. Multiple ChoiceParties feel better about a settlement when negotiations involve a progression of concessions.TrueFalse
- 5. Multiple ChoiceHardball tactics do more good than harm in negotiations.TrueFalse
- 6. Multiple ChoiceThe target point is thepoint at which a negotiator would like to conclude negotiations.negotiator's bottom line.first offer a negotiator quotesinitial price set by the seller.
- 7. Multiple Choice
What statement about concessions is false?
Concessions are central to negotiations
Concessions is another word for adjustment in position
Concession making exposes the concession maker to some risk.
Reciprocating concessions is a very risky process.
- 8. Multiple Choice
Which of the following tactics requires more members in your team?
Silence
Good cop, bad cop
Limited Agent Authority
Nibbling
- 9. Multiple Choice
Have a firm sense of your best alternative to a negotiated agreement (BATNA), and don’t let your opponent shake your resolve. To which of the following tactics you should react like this in order to be efficent?
Belittling your alternatives
Low ball, high ball
Nibbling
- 10. Multiple Choice
Your opponent may say that his hands are tied or that he has only limited discretion in negotiating. Which is this tactic?
Silence
Nibbling
Agent of Limited Authority
Personal Insults
- Answer choicesTagsAnswer choicesTags