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

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