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Multiple Choice Quiz
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1
Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.
A)True
B)False
2
The resistance point is the point at which a negotiator would like to conclude negotiations.
A)True
B)False
3
Negotiations with a positive settlement range are obvious from the beginning.
A)True
B)False
4
Parties feel better about a settlement when negotiations involve a progression of concessions.
A)True
B)False
5
Hardball tactics do more good than harm in negotiations.
A)True
B)False
6
The target point is the
A)point at which a negotiator would like to conclude 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.
7
The more you can convince the other party that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set one of the following resistance points.
A)high
B)low
C)modest
D)extreme
E)None of the above.
8
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.
9
A commitment statement should have
A)a low degree of finality.
B)a high degree of specificity.
C)an indefinite statement of consequences.
D)a high degree of emotionality.
E)None of the above should be included in a commitment statement.
10
Hardball tactics are designed to
A)be used primarily against powerful negotiators.
B)clarify the user's adherence to a distributive bargaining approach.
C)pressure targeted parties to do things they would not otherwise do.
D)eliminate risk for the person using the tactic.
E)Hardball tactics are designed to accomplish all of the above.





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