29. Both parties to a negotiation should establish their starting, target and resistance (p. 37) point before beginning negotiation. TRUE 30. Anything outside the bargaining range will be summarily rejected by one of the (p. 38) negotiators. TRUE 31. A negative bargaining range occurs when the buyer's resistance point is above the (p. 38) seller's. FALSE 32. Negotiations with a positive settlement range are obvious from the beginning. (p. 38) FALSE 33. A resistance point will be influenced by the cost an individual attaches to delay or (p. 42) difficulty in negotiation. TRUE 34. The more you can do to convince the other party that his or her costs of delay or (p. 43) aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point. TRUE 35. The first step for a negotiator completing a distributive bargaining negotiation is to (p. 44) obtain information about the other party's outcome values and resistance points. FALSE 36. In "calculated incompetence," the negotiator is intentionally given false or misleading (p. 47) information to reveal to the other party. FALSE 37. Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that (p. 47) are more favorable to the presenter than those that currently exist. TRUE
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 range will be summarily rejected by one of the negotiators. TRUE 31. (p. 38) A negative bargaining range occurs when the buyer's resistance point is above the seller's. FALSE 32. (p. 38) Negotiations with a positive settlement range are obvious from the beginning. FALSE 33. (p. 42) A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation. TRUE 34. (p. 43) The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point. TRUE 35. (p. 44) The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points. FALSE 36. (p. 47) In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party. FALSE 37. (p. 47) Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist. TRUE
Test-Bank-Negotiation-7th-Edition-Lewicki.docx