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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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
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