Q&A Hero

Q: (p.52)Hardball tactics work most effectively against powerful, well-prepared negotiators.

Q: (p.49)All the advantages of a committed position work against a negotiator when the other party becomes committed, so it is important to try to prevent the other negotiator from becoming committed.

Q: (p.48)A public commitment statement means that the wider the audience, the less likely the commitment will be changed.

Q: (p.46)One way negotiators may convey the message that "this is the last offer" is by making the last concession substantial.

Q: (p.45)It is important to signal to the other party with either behavior or words that the concessions are almost over.

Q: (p.44)A small concession late in negotiations may indicate that there is little room left to move.

Q: (p.44)If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

Q: (p.43)Parties feel better about a settlement when negotiations involve a progression of concessions.

Q: (p.42)Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Q: (p.38)Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

Q: (p.37)In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

Q: (p.35)The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

Q: (p.34)The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point.

Q: (p.34)A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

Q: (p.30)Negotiations with a positive settlement range are obvious from the beginning.

Q: (p.30)A negative bargaining range occurs when the buyer's resistance point is above the seller's.

Q: (p.30)Anything outside the bargaining range will be summarily rejected by one of the negotiators.

Q: (p.29)Each party's resistance point is openly stated at the conclusion of negotiations.

Q: (p.29)The resistance point is the point at which a negotiator would like to conclude negotiations.

Q: (p.28)Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Q: (p.28)Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

Q: (p.60)____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions.

Q: (p.59)The ____________ ____________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Q: (p.55)Good ____________ is critical for defending against the lowball/highball (or all) hardball tactics.

Q: (p.52)Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.

Q: (p.51)When acting as if the decision to close the deal has already been made, the negotiator is using the ____________ ____________ ____________ method of closing the agreement.

Q: (p.50)A party changing his or her position after a commitment should be given every opportunity to retreat with __________.

Q: (p.48)Another way to strengthen a commitment is to ____________ with one or more allies.

Q: (p.47)Commitments exchange ____________ for certainty of action.

Q: (p.43)If one side is not prepared to make concessions, either the other must ____________ or the negotiations will __________.

Q: (p.42)To communicate the most effective message, a negotiator should try to send a consistent message through both an opening ____________ and an opening __________.

Q: (p.41)____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

Q: (p.40)Although disruptive action tactics can work, they may also produce ____________ and escalation of __________.

Q: (p.40)In some ways, the ultimate weapon in negotiation is to threaten to ____________ __________.

Q: (p.37)Channeling all communication through a ____________ ____________ reduces inadvertent revelation of information.

Q: (p.37)Selective ____________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions.

Q: (p.34)Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.

Q: (p.33)The package of issues for negotiation is the ____________ __________.

Q: (p.32)____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

Q: (p.30, 31)A ____________ bargaining range occurs when the buyer's resistance point is above the seller's.

Q: (p.30)The spread between the resistance points is called the ____________ __________.

Q: (p.29)The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.

Q: (p.28)Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the ____________ and ____________ they employ.

Q: (p.28)Distributive bargaining is basically a competition over who is going to get the most of a ____________ __________.

Q: (p.23, 24)What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Q: (p.23)Where would you likely to find the concept of "yielding" on the dual concerns model?

Q: (p.22)The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern. What are those two types of concerns?

Q: (p.20)Conflict also has productive aspects and one of those is that conflict encourages psychological development. Elaborate.

Q: (p.19)How does decreased communication contribute as one of the destructive images of conflict in a negotiation?

Q: (p.18)Explain how conflict is a potential consequence of interdependent relationships.

Q: (p.18)Name the four levels of conflict that are commonly identified.

Q: (p.16)Define synergy?

Q: (p.16)Why should negotiators be versatile in their comfort and use of both value claiming and value creating strategic approaches?

Q: (p.15)Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.

Q: (p.13)What are concessions?

Q: (p.13)What role do concessions play when a proposal isn't readily accepted?

Q: (p.12)What does BATNA stand for?

Q: (p.10)Describe a "mutual gains" situation.

Q: (p.10)Define "zero-sum" situation.

Q: (p.9, 10)What are the three ways that characterize most relationships between parties?

Q: (p.8)What are tangible and intangible factors in negotiation?

Q: (p.6)Why do parties negotiate by choice?

Q: (p.3)Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?

Q: (p.2)What are the three reasons negotiations occur?

Q: (p.23, 24)Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below? A.Contending B.Compromising C.Problem solving D.Yielding E.None of the above.

Q: (p.23)Negotiators pursuing the yielding strategy A.show little interest or concern in whether they attain their own outcomes, but are quite interested in whether the other party attains his or her outcomes. B.pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome. C.shows little interest or concern in whether they attain their own outcomes, and does not show much concern about whether the other party obtains his or her outcomes. D.show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes. E.Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.

Q: (p.23)An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies. Which one? A.Yielding B.Compromising C.Contending D.Problem solving E.None of the above.

Q: (p.22)In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the A.cooperativeness dimension and the competitiveness dimension. B.the assertiveness dimension and the competitiveness dimension. C.the competitiveness dimension and the aggressiveness dimension. D.the cooperativeness dimension and the assertiveness dimension. E.None of the above.

Q: (p.19)Which of the following contribute to conflict's destructive image? A.Increased communication B.Misperception and bias C.Clarifying issues D.Minimized differences; magnified similarities E.All of the above contribute to conflict's destructive image.

Q: (p.18)In intragroup conflict, A.sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in conflict with each other. B.conflict occurs between individual people. C.conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively. D.conflict is quite intricate because of the large number of people involved and possible interactions between them. E.None of the above describes intragroup conflict.

Q: (p.18)Which of the following statements about conflict is true? A.Conflict is the result of tangible factors. B.Conflict can occur when two parties are working toward the same goal and generally want the same outcome. C.Conflict only occurs when both parties want a very different settlement. D.Conflict has a minimal effect on interdependent relationships. E.All of the above statements about conflict are true.

Q: (p.15)Satisfaction with a negotiation is determined by A.the process through which an agreement is reached and the dollar value of concessions made by each party. B.the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. C.the process through which an agreement is reached and by the actual outcome obtained by the negotiation. D.the total dollar value of concessions made by each party. E.Satisfaction with a negotiation is determined by none of the above.

Q: (p.14)How much to believe of what the other party tells you A.depends on the reputation of the other party. B.is affected by the circumstances of the negotiation. C.is related to how he or she treated you in the past. D.is the dilemma of trust. E.All of the above.

Q: (p.14)What are the two dilemmas of negotiation? A.The dilemma of cost and the dilemma of profit margin B.The dilemma of honesty and the dilemma of profit margin C.The dilemma of trust and the dilemma of cost D.The dilemma of honesty and the dilemma of trust E.None of the above.

Q: (p.12)BATNA stands for A.best alternative to a negotiated agreement. B.best assignment to a negotiated agreement. C.best alternative to a negative agreement. D.best alternative to a negative assignment. E.BATNA stands for none of the above.

Q: (p.10)A zero-sum situation is also known by another name of a situation. Which of the following is that? A.Integrative B.Distributive C.Win-lose D.Negotiative E.None of the above.

Q: (p.10)Interdependent parties' relationships are characterized by A.interlocking goals. B.solitary decision making. C.established procedures. D.rigid structures. E.Interdependent relationships are characterized by all of the above.

Q: (p.8)Which of the following is not an intangible factor in a negotiation? A.The need to look good B.The need to arrive at the final agreed price on a contract C.The need to defend an important principle D.The need to win E.All of the above are intangible factors.

Q: (p.8)Tangible factors A.include the price or terms of agreement. B.are psychological motivations that influence the negotiations. C.include the need to look good in negotiations. D.cannot be measured in quantifiable terms. E.None of the above statements describe tangible factors.

Q: (p.8)Which is not a characteristic of a negotiation or bargaining situation? A.Conflict between parties B.Two or more parties involved C.An established set of rules D.A voluntary process E.None of the above is a characteristic of a negotiation.