23. Good ____________ is critical for defending against the lowball/highball (or all) hardball (p. 69) tactics. preparation 24. The _____________________ tactic occurs when negotiators overwhelm the other party (p. 73) with so much information that they have trouble determining which information is real or important. snow job 25. ___________________ is a conflict situation wherein parties seek own advantage (p. 74) through tactics including concealing information, attempting to mislead or using manipulative actions. Distributive bargaining True / Questions 26. Distributive bargaining strategies are the only strategies that are effective in (p. 36) interdependent situations. FALSE 27. Distributive bargaining strategies and tactics are useful when a negotiator wants to (p. 36) maximize the value obtained in a single deal. TRUE 28. The resistance point is the point at which a negotiator would like to conclude (p. 36) negotiations. FALSE 29. Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation. (p. 37) TRUE 30. Anything outside the bargaining will be summarily rejected by one of the (p. 38) negotiators. TRUE
23. (p. 69) Good ____________ is critical for defending against the lowball/highball (or all) hardball tactics. preparation 24. (p. 73) The _____________________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important. snow job 25. (p. 74) ___________________ is a conflict situation wherein parties seek own advantage through tactics including concealing information, attempting to mislead or using manipulative actions. Distributive bargaining True / Questions 26. (p. 36) Distributive bargaining strategies are the only strategies that are effective in interdependent situations. FALSE 27. (p. 36) Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal. TRUE 28. (p. 36) The resistance point is the point at which a negotiator would like to conclude negotiations. FALSE 29. (p. 37) Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation. TRUE 30. (p. 38) Anything outside the bargaining will be summarily rejected by one of the negotiators. TRUE
Test-Bank-for-Negotiation-7th-Edition-by-Lewicki.docx