Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

• True 
• False

The resistance point is the point at which a negotiator would like to conclude negotiations.

• True
• False

Negotiations with a positive settlement range are obvious from the beginning.

• True
• False

Parties feel better about a settlement when negotiations involve a progression of concessions.

• True
• False

Hardball tactics do more good than harm in negotiations.

• True
• False

The target point is the

• point at which a negotiator would like to conclude negotiations.
• negotiator's bottom line.
• first offer a negotiator quotes
• initial price set by the seller.

What statement about concessions is false?

• Concessions are central to negotiations

• Concessions is another word for adjustment in position

• Concession making exposes the concession maker to some risk.

• Reciprocating concessions is a very risky process.

Which of the following tactics requires more members in your team?

• Silence

• Good cop, bad cop

• Limited Agent Authority

• Nibbling

Have a firm sense of your best alternative to a negotiated agreement (BATNA), and don’t let your opponent shake your resolve. To which of the following tactics you should react like this in order to be efficent?

• Belittling your alternatives

• Low ball, high ball

• Nibbling

Your opponent may say that his hands are tied or that he has only limited discretion in negotiating. Which is this tactic?

• Silence

• Nibbling

• Agent of Limited Authority

• Personal Insults