Test Bank For Negotiation 8th Edition By Roy Lewicki

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.

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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.

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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.

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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