Management 434 - Business Negotiation » Spring 2022 » Chapter 03 Quiz
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Question #1
The use of coercive power to achieve the desired results is used in which power tactic?
A.
imposing sanctions
B.
good cop / bad cop
C.
highball / lowball
D.
intimidation
Question #2
Making an extreme opening offer in an attempt to throw the other party off balance is involved in which power tactic?
A.
good cop / bad cop
B.
imposing sanctions
C.
highball / lowball
D.
intimidation
Question #3
Which power tactic would use name-dropping?
A.
intimidation
B.
good cop / bad cop
C.
imposing sanctions
D.
bluffing
Question #4
Highball/lowball is best described by which of the following?
A.
Making an extreme opening offer in an attempt to throw the other party off balance and get him to believe that he is not being realistic with his opening offer.
B.
Including issues in your opening offer that are really not important to you, but gives you something to trade later.
C.
Going head to head with the other party to see who will back down first.
D.
Engaging in aggressive behavior.
Question #5
Offering something to the other party for something in return is a power tactic known as _____.
A.
exchange
B.
coalition building
C.
claiming value
D.
assertiveness
Question #6
When claiming value, one of these is not a behavior used. Which one?
A.
Making single issue offers
B.
Making threats
C.
Suggesting solutions to meet your own interests
D.
Valuing the other parties’ interests
Question #7
A party is more likely to use deception if they have _____.
A.
equal level of power
B.
higher level of power
C.
lower level of power
D.
no power
Question #8
Engaging in aggressive behavior is a hardball tactic that involves what?
A.
highball/lowball
B.
imposing sanctions
C.
good cop/bad cop.
D.
intimidation
Question #9
The basis for the barter systems is one of the following tactics. Which one?
A.
Distributive
B.
Exchange
C.
Rationality
D.
Ingratiation
Question #10
Obtaining the support and forming an alliance with others is a power tactic that involves _____.
A.
coalition building
B.
assertiveness
C.
claiming value
D.
exchange
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