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Negotiation 101 Practice Test: Distributive Bargaining 2
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Avg score: 60% • Most missed: “The spread between the resistance points is called the ________________________”

Related Test: Negotiation 101 Practice Test: Distributive Bargaining

Negotiation 101 Practice Test: Distributive Bargaining 2
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24 Questions

1. The package of issues for negotiation is the ______________________

2. If one side is not prepared to make concessions, either the other must ____________ or the negotiations will ____________

3. To communicate the most effective message, a negotiator should try to send a consistent message through both an ______________________ and an ____________________

4. Another way to strengthen a commitment is to ____________ with one or more allies

5. In some ways, the ultimate weapon in negotiation is to threaten to __________________

6. A party changing his or her position after a commitment should be given every opportunity to retreat with ____________

7. Although disruptive action tactics can work, they may also produce ____________ and escalation of ____________

8. When acting as if the decision to close the deal has already been made, the negotiator is using the ___________________ method of closing the agreement

9. ____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party

10. The more attractive the other party's alternatives, the more likely he or she will be to maintain a ____________ resistance point

11. Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ______________ the appearance of the options available to the other party

12. The _____________________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important

13. Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the ____________ and ____________ they employ

14. Commitments exchange ____________ for certainty of action

15. Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's _____________________

16. The spread between the resistance points is called the ________________________

17. Channeling all communication through a _____________________ reduces inadvertent revelation of information

18. ______________________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions

19. The _______________________ is the point beyond which a person will not go and would rather break off negotiations

20. A ____________ bargaining range occurs when the buyer's resistance point is above the seller's

21. Distributive bargaining is basically a competition over who is going to get the most of a _______________________

22. ___________________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information, attempting to mislead or using manipulative actions

23. An offer that may have been accepted had it emerged as a result of _________________ may be rejected when it is presented as a fait accompli

24. ____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good

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