SCM 451 Ch 2 Quiz

This closing tactic contains an extremely tight deadline in order to pressure the other party to agree quickly and is an extreme version of manipulating negotiating schedules. A) exploding offers B) assume the close C) sweeteners D) split the difference

A) exploding offers

One way negotiators may convey the message that an offer is the last one is to A) make the final concession more substantial. B) stay silent, hoping the other party will offer more concessions. C) offer an ultimatum. D) reveal their BATNA.

A) make the final concession more substantial.

Negotiators using this hardball tactic pretend an issue of little or no importance to them is quite important. A) the bogey B) the nibble C) chicken D) the snow job

A) the bogey

Good distributive bargainers will A) begin negotiations with the other party with an opening offer close to their own resistance point. B) ensure that there is enough room in the bargaining range to make some concessions. C) accept an offer that is presented as a fait accompli. D) immediately identify the other party's target point. E) All of the above are actions that good distributive bargainers will take

B) ensure that there is enough room in the bargaining range to make some concessions.

When successive concessions get smaller, the most obvious message is that A) the negotiator is reaching the fatigue point. B) the resistance point is being approached. C) the concession maker's position is weakening. D) the negotiator has passed the resistance point.

B) the resistance point is being approached.

In the distributive bargaining situation, the resistance point is a negotiator's optimal goal. an initial price set by the seller. a target point set by the buyer. a negotiator's bottom line.

a negotiator's bottom line.

Good distributive bargainers will

ensure that there is enough room in the bargaining range to make some concessions.

The target point is the A) point at which a negotiator would like to conclude negotiations. B) negotiator's bottom line. C) first offer a negotiator quotes to his opponent. D) initial price set by the seller.

point at which a negotiator would like to conclude negotiations.

Which of the following options is not a tactic negotiators use when closing a deal? snow job assume the close exploding offer sweeteners

snow job

The initial bargaining range is defined by A) the opening stance and the initial concession. B) the initial round of concessions. C) the bargaining mix and the opening stance. D) the opening offer and the counteroffer.

the opening offer and the counteroffer.

This hardball tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which facts are real or important and which are included merely as distractions. A) the bogey B) the snow job C) the nibble D) intimidation

the snow job