Test Bank For Negotiation 8th Edition By Roy Lewicki
Negotiation, 8e (Lewicki)
Chapter 2 Strategy and Tactics of Distributive Bargaining
1) When resources are fixed and limited, and both parties want to maximize their share, the parties are in a ________ bargaining situation.
Answer: distributive, competitive, win-lose
Topic: Strategy and Tactics of Distributive Bargaining
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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2) Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategies and ________ they employ.
Answer: tactics
Topic: Strategy and Tactics of Distributive Bargaining
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
Accessibility: Keyboard Navigation
3) The ________ point is the point beyond which a person will not go and would rather break off negotiations.
Answer: resistance
Topic: The Distributive Bargaining Situation
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
Accessibility: Keyboard Navigation
4) The spread between the resistance points is called the ________ range.
Answer: bargaining, settlement
Topic: The Distributive Bargaining Situation
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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5) A ________ bargaining range occurs when the buyer’s resistance point is above the seller’s.
Answer: positive
Topic: The Distributive Bargaining Situation
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
Accessibility: Keyboard Navigation
6) ________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.
Answer: Alternatives
Topic: The Role of Alternatives to a Negotiated Agreement
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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7) The package of issues for negotiation is the ________ mix, and each item in the mix has its own starting, target, and resistance points.
Answer: bargaining
Topic: Bargaining Mix
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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8) Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party’s ________ point and the relationship to your own.
Answer: resistance
Topic: Influencing the Other Party’s Resistance Point
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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9) When Party A was obtaining information about Party B’s target and resistance points, Party A determined what information Party B likely used to set their points and then determined how Party B interpreted the information. This is an example of a(n) ________ assessment.
Answer: indirect
Topic: Assess the Other Party’s Target
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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10) With the ________ incompetence approach, the negotiating agent does not have all the necessary information, making it impossible to leak information.
Answer: calculated
Topic: Manage the Other Party’s Impressions of Your Target; Resistance Point, and Cost of Terminating Negotiations
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
Accessibility: Keyboard Navigation
11) Negotiators may enhance their position by using the ________ presentation method, revealing only the facts necessary to support their case.
Answer: selective
Topic: Manage the Other Party’s Impressions of Your Target; Resistance Point, and Cost of Terminating Negotiations
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
Accessibility: Keyboard Navigation
12) One fo the three ways to manipulate the costs of delay in negotiation is to plan ________ action, such as public picketing.
Answer: disruptive
Topic: Manipulate the Actual Costs of Delaying or Terminating Negotiations
Learning Objective: 02-01 Understand the basic elements of distributive bargaining, including the strategy and tactics of distributive bargaining.
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13) Negotiators need to be sensitive to two factors when creating offers: the first is value characteristics, and the second is ________ characteristics.
Answer: content
Topic: Positions Taken during Negotiation
Learning Objective: 02-02 Consider the strategic impact of positions taken during a negotiation and the role of concessions.
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14) During opening offers, the fundamental question is whether the opening offer should be ________ or modest.
Answer: exaggerated, high, extreme
Topic: Opening Offers
Learning Objective: 02-02 Consider the strategic impact of positions taken during a negotiation and the role of concessions.
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15) To communicate the most effective message, a negotiator should try to send a consistent message through both the opening offer and the opening ________.
Answer: stance
Topic: Opening Stance
Learning Objective: 02-02 Consider the strategic impact of positions taken during a negotiation and the role of concessions.
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16) An opening offer is usually met with a ________, and both of these define the initial bargaining range.
Answer: counteroffer
Topic: Initial Concessions
Learning Objective: 02-02 Consider the strategic impact of positions taken during a negotiation and the role of concessions.
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17) The purpose of a ________ is to remove ambiguity about the negotiator’s intended course of action, it signals an intention to take this action, make this decision, or pursue this objective.
Answer: commitment
Topic: Commitment
Learning Objective: 02-03 Appreciate the role of commitment in distributive bargaining.
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18) A commitment statement has three properties: a high degree of finality, a high degree of specificity, and a clear statement of ________.
Answer: consequences, outcomes
Topic: Establishing a Commitment
Learning Objective: 02-03 Appreciate the role of commitment in distributive bargaining.
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19) One way to create a commitment is through a ________ pronouncement because a commitment statement increases in potency when more people know about it.
Answer: public, open
Topic: Establishing a Commitment
Learning Objective: 02-03 Appreciate the role of commitment in distributive bargaining.
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20) It is important to prevent the other party from becoming ________ as you then lose all the advantages of such a position.
Answer: committed
Topic: Preventing the Other Party from Committing Prematurely
Learning Objective: 02-03 Appreciate the role of commitment in distributive bargaining.
Accessibility: Keyboard Navigation
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