Mar chapter 2

Which of the following approaches to deal with negotiators who use hardball tactics is built on the theory that it is much more difficult to attack a friend than an enemy?

Co-opting the other party

True or false: The pattern of concessions a negotiator makes contains valuable information, which is always easy to interpret.

False

What should a negotiator do to communicate effectively with the other party?

He or she should ensure that the opening offer and stance send a consistent message.

True or false: A negotiator can increase the other party's costs of delay in negotiation through disruptive action.

True

Negotiators using the _____ hardball tactic pretend that an issue of little or no importance is quite important to them.

bogey

In a negotiation, the _____ tactic involves using a large bluff plus a threat to force the other party to concede.

chicken

Tactics that include various ways of being hostile or forceful to push your position or attack the other person's position in a negotiation are known as _____.

aggressive tactics

For the benefit of a negotiating party, its resistance point, certain targets, confidential information about a weak strategic position, or an emotional vulnerability should be _____.

hidden from the other party

Negotiations are likely to stalemate if they begin with a _____ range.

negative bargaining

Herb wants to buy an apartment. He is negotiating with Maria who is looking to sell her apartment. He tells Maria that he will buy her apartment if the drapes are included for free. This is an example of the _____ tactic.

nibble

The _____ is a tactic in which negotiators ask for a proportionally small concession on an item, which has not been discussed previously, in order to close the deal.

nibble

Negotiators can close a deal by _____.

offering alternate options to the other party

Match the positions in negotiations (in the left column) with the appropriate elements of negotiations (in the right column).

A position of firmness-An exaggerated opening offer, a determined opening stance, and a very small initial concession A position of flexibility A moderate opening offer, a reasonable, cooperative opening stance, and a reasonable initial concession

In the context of using direct action to manage the other party's impressions of one's position in a negotiation, match the emotional reactions displayed by negotiators (in the left column) with the information they provide (in the right column).

Disappointment-It suggests that an issue is important to the negotiators. An angry outburst-It suggests that a topic is very important and may give it a prominence that will shape the topic of discussion. Indifference-It suggests that an issue is trivial.

Select all that apply Identify the effective ways in which a negotiator can deal with intimidation tactics used by the other party in a negotiation. (Select all that apply.)

Discussing the negotiation process with the other party Ignoring the other party's intimidation attempts Using a team to negotiate with the other party

Which of the following is the life force of a negotiation?

Information

Identify an accurate statement about a firm position in negotiations.

It allows parties to capture most of the bargaining range for themselves.

Identify an advantage of an exaggerated opening offer in a negotiation.

It gives a negotiator some room for bargaining.

Identify a true statement about the best alternative to a negotiated agreement (BATNA).

It is negotiators' best alternative to reaching an agreement.

Which of the following is true of the best alternative to a negotiated agreement (BATNA)

It is often less attractive than the preferred agreement.

Which of the following is true of the best alternative to a negotiated agreement (BATNA)?

It is often less attractive than the preferred agreement.

What is a disadvantage of an exaggerated opening offer in a negotiation?

It may be harmful to long-term relationships as it exhibits a tough attitude.

Negotiations would not exist without _____.

Negotiations would not exist without _____.

How do negotiators perceive concessions in a negotiation?

Negotiators are less satisfied when negotiations conclude with the acceptance of their first offer.

How can negotiators overcome a snow job tactic used by the other party?

Negotiators should ask questions to the other party until they receive a clear, satisfactory answer.

Select all that apply Which of the following are true of negotiation strategies that affect resistance points of the parties in a negotiation? (Select all that apply.)

Negotiators tend to set a more demanding resistance point if they see that the other party cannot defer an agreement. Negotiators try to convince the other party that they value a particular issue so that the other party will set a modest resistance point.

What should one do to deal with another party's aggressive behavior tactics in a negotiation?

One should discuss the negotiation process before moving forward with the negotiations.

Match the types of bargaining ranges (in the left column) with accurate their descriptions (in the right column).

Positive bargaining range-A buyer is minimally willing to pay more than a seller is minimally willing to sell for. Negative bargaining range-A buyer is not willing to pay more than a seller is minimally willing to accept.

In the context of good cop/bad cop hardball negotiation tactic, match the role of cops (in the left column) with the roles they play in a negotiation (in the right column).

The bad cop-Speaks when the negotiations are headed in an undesirable direction The good cop-Speaks as long as things are in favor of his or her party

Match the prices involved in a distributive bargaining situation (in the left column) with their descriptions (in the right column).

The target point-The price at which a buyer would prefer to settle the negotiation The resistance point-The most a buyer is willing to pay The asking price-The initial price quoted by a seller

Which of the following should negotiators do when using a concession to convey to the other party in a negotiation that the present offer is the final one?

They should ensure that the concession is more substantial than the previous ones.

During a negotiation, the ideal approach in dealing with a lowball/highball tactic is to _____.

ask the other party to make a more reasonable opening offer

In order to deal with intimidation tactics used by the other party in a negotiation, negotiators should _____.

avoid making concessions for emotional rather than objective reasons

Fisher, Ury, and Patton suggest that when dealing with hardball tactics used by the other party, negotiators should _____.

be hard on the problem and soft on the people

In a negotiation, the _____ hardball tactic is suspected when the other party takes a position completely counter to what you expected.

bogey

In a negotiation, when successive concessions get smaller, it typically indicates that the _____.

concession maker's resistance point is being approached

When a negotiator obtains information directly from the other party about his or her target and resistance points, it is known as

direct assessment

Identify an accurate statement about distributive bargaining.

distributive bargaining, the goals of negotiating parties are usually in direct conflict with each other.

Negotiators usually combine a reasonable bargaining position with a(n) _____.

friendly stance

An accurate statement about the good cop/bad cop tactic is that it _____.

is relatively transparent when used repeatedly

A disadvantage of an exaggerated opening offer in a negotiation is that _____.

it is more likely to be immediately rejected by the other party

When negotiators start with a ridiculously low (or high) opening offer that they know they will never achieve,

lowball

Kevin, a freelance writer, is negotiating his terms of service with Reena, his client. Reena can change Kevin's impressions of his own proposal by _____.

making the outcomes of Kevin's proposal appear less attractive to him

From a negotiator's perspective, the simplest way to screen one's position during a negotiation is to _____.

remain silent and do as little as possible

A party should not disclose the _____ point in a negotiation.

resistance

The difference between the _____ points of the buying and selling party in a negotiation is called the settlement range.

resistance

During distributive bargaining, both parties aim to reach an agreement as close to the other party's _____ as possible.

resistance point

To screen information on one's position, the constituents of a group negotiation should avoid _____.

sharing all the necessary information with the negotiating agent

Fred and Hanna are negotiating a business deal. Hanna will have a weaker resistance point if _____.

she has a higher estimate of her own cost of delay than Fred

In the _____ hardball tactic used in negotiations, negotiators provide more than sufficient information to other parties and try to confuse them for determining which facts are real or important and which are included merely as distractions.

snow job

In a negotiation, the opening statements of both parties often contain _____ points.

starting

John is negotiating to sell his office space. In order to close the deal faster, he decides to include previously excluded equipment, furniture, and curtains in the offer. The special concession given by John is a _____.

sweetener

Providing the other party with extra incentives along with the final offer or saving a special concession for the close is known as a(n) _____.

sweetener

In a distributive bargaining situation, from a buyer's perspective, the _____ is referred to as a negotiator's aspiration.

target point

According to Michael Prietula and Laurie Weingart, value characteristics refer to _____.

the actual worth of the issues and options of different issues to a negotiator

A characteristic of an exaggerated opening offer in a negotiation is that it _____.

the way a negotiation is constructed

Michael Prietula and Laurie Weingart suggest that negotiators need to be sensitive to content characteristics when creating offers. They concern _____.

the way a negotiation is constructed

Select all that apply Which of the following steps should negotiators take to deal with the other party who is using hardball tactics to enhance the appearance of his or her bargaining position? (Select all that apply.)

They should ignore the tactics used by the other party. They should use a similar tactic in response. They should let the other party know that they are aware of what he or she is doing.

Select all that apply In the context of using direct action to manage the other party's impressions of one's position in a negotiation, which of the following are true of selective presentation? (Select all that apply.)

This method can be used by negotiators to lead the other party to create the desired impression of their resistance point. This method helps create new possibilities for agreement that are more favorable than those that exist at present.

Identify the chicken tactic of negotiation from the following scenarios.

A retailer threatens to terminate the contract if the supplier refuses to give in to the retailer's demands.

When a negotiator obtains information indirectly about the other party's target and resistance points, it is known as

Blank 1: indirect Blank 2: assessment

How can a negotiator obtain information indirectly about the other party's target and resistance points?

By consulting publications widely available on the Internet

Amir and Ivy are negotiating a deal with each other. How can Amir alter Ivy's perceptions of her position?

By explaining that the actual outcomes would be undesirable for Ivy if her demands are met

Select all that apply Identify the ways in which a negotiator can convey that an offer is the final one to the other party. (Select all that apply.)

By personalizing a concession to the other party By allowing the absence of offers to convey that there is no further concession

What is one way for a negotiator obtain information directly about the other party's target and resistance points?

By provoking the other party into an angry outburst

Select all that apply Jeremy and Katie are engaged in a negotiation with each other. Identify the ways in which Jeremy can increase the costs to Katie for not reaching an agreement. (Select all that apply.)

By publicly protesting against Katie's position By involving other parties who can influence the outcome of the negotiation By increasing the time pressure on Katie

Select all that apply Identify the ways in which negotiators can close a deal. (Select all that apply.)

By using an assume-the-close technique By offering to split the difference By using an exploding offer to compel the other party to agree quickly By saving a special concession for the close

For reaching an agreement and for ensuring support for the agreement after the negotiation concludes, both parties must believe that _____.

they have got the best possible settlement

Distributive bargaining is also known as _____.

win-lose bargaining

Which of the following is true of calculated incompetence as a screening activity used in a group negotiation?

yhe negotiating agent is tasked with collecting facts and bringing them back to the group.