NEGO MCQ: Negotiations Chapter 2

Negotiations Chapter 2

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Aggressive behavior tactics include

A. the relentless push for further concessions
B. asking for the best offer early in the negotiations
C. asking the other party to explain and justify their proposals item by item
D. forcing the other side to make many concessions to reach an agreement
E. Aggressive behavior tactics include all of the above

Answer: E

Negotiators who make threats

A. are perceived as more powerful than negotiators who do not use threats
B. receive higher outcomes than negotiators who do not use threats
C. are perceived as more cooperative in distributive negotiations
D. should use detailed, complete statements of demands, conditions and consequences
E. All of the above describe negotiators who make threats

Answer: A

Skilled negotiators may

A. suggest different forms of a potential settlement that are worth about the same to them
B. recognize that not all issues are worth the same amount to both parties
C. frequently save a final small concession for near the end of the negotiation to "sweeten" the dealt
D. make the last concession substantial to indicate that "this is the last offer."
E. skilled negotiators may take all of the above actions.

Answer: E

Concession making

A. indicates an acknowledgment of the other party
B. shows a movement toward the other's position
C. implies a recognition of the legitimacy of the other party's position
D. recognizes the other party's position
E. All of the above are characteristics of concession making

Answer: E

What statement about concessions is false?

A. concessions are central to negotiations
B. concessions is another word for adjustments in position
C. concession making exposes the concession maker to some risk
D. reciprocating concessions is a haphazard process
E. All of the above statements are true

Answer: D

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 accomplish
D. immediately identify the other party's target point
E. All of the above are actions that a good distributive negotiator will take

Answer: B

What action can be taken after the first round of offers?

A. hold firm
B. insist on the original position
C. make some concessions
D. make no concessions
E. all of the above

Answer: E

The 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
E. the bargaining range is defined by all of the above.

Answer: D

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

A. bargaining range
B. resistance point
C. target point
D. bargaining mix
E. None of the above.

Answer: A

The target point is

A. point at which a negotiator would like to conclude the negotiations
B. negotiator's bottom line
C. first offer a negotiator quotes to his opponent
D. initial price set by the seller
E. None of the above describes the target point

Answer: A

Distributive bargaining strategies

A. are the most efficient negotiating strategies to use
B. are used in interdependent relationships
C. are useful in maintaining long term relationships
D. can cause negotiators to ignore what the parties have in common
E. None of the above describes distributive bargaining strategies.

Answer: D