34. This hardball tactic has many weaknesses, including its transparency. Negotiators can counter and deflate the tactic by openly stating what the negotiators are doing. Which hardball tactic does this describe? Chicken The Bogey Good cop/bad cop The snow job 36. To achieve integrative results, negotiators must manage both the context and the process of the negotiation. Which of the following is not part of managing the process of the negotiation? evaluate selected alternatives identify and define the problem uncover interests and needs search for solutions that meet the goals and objectives of both parties 39. When inventing options, one technique is to expand the pie" where both parties disclose sufficient information to discover their underlying needs and invent options to satisfy those needs. True False 40. When successive concessions get smaller, it may mean the concession maker's position is getting firmer or it may simply indicate that there is little room left to move. True False 44. Which of the following is not a recommended way to generate alternative solutions when redefining the problem? expanding the pie logrolling nonspecific compensation brainstorming 47. Which of the following statements concerning positions taken during negotiation is true? Research suggests that making the first offer in a negotiation is advantageous to Party positions typically do not change during negotiation the negotiator making the offer The main decision a negotiator must make about the opening offer is what Content characteristics involve how much the issues and options of different attitude to adopt during the negotiations issues are worth to a negotiator 48. Which of the following statements is not true when comparing distributive bargaining with integrative negotiation? Knowledge of the distributive bargaining process makes it more likely you will spot There is good evidence that integrative negotiating is effective against a strong, a dishonest negotiator consistent distributive bargainer. Some negotiators use a purely distributive approach Distributive tactics are often used during the claiming-value portion of the integrative negotiation process 50. Which of the following terms does not describe the spread between both parties' resistance points? lowball/highball settlement range zone of potential agreement bargaining range