Test Bank For Negotiation 8th Edition By Roy Lewicki
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Test Bank For Negotiation 8th Edition By Roy Lewicki is a great way to prepare for your upcoming negotiation. The Test Bank provides you with a comprehensive collection of questions and answers that cover all the key topics in the textbook. With this Test Bank, you can practice answering questions on your own or with a partner, and receive feedback on your performance.
In addition, the Test Bank For Negotiation 8th Edition By Roy Lewicki can help you identify areas where you need further study. As you prepare for your negotiation, be sure to make use of this valuable resource.
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ISBN10: 1260043649, ISBN13: 9781260043648
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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
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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.
Accessibility: Keyboard Navigation
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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