QUESTION 18

In the integrative negotiation process, when creating and claiming value, the goal is to push the potential negotiation solutions to the Pareto efficient frontier. Which of the following describes the Pareto efficient frontier?

		the point where the negotiations are entering the closing offer stage
		the point where there is no agreement that would make any party better off without decreasing the outcomes to any other party
		the point where the negotiations are entering new areas not previously discussed
		the point where one party is clearly winning the negotiations

QUESTION 19

Integrative negotiation and distributive bargaining both require the same fundamental process.

True

False

QUESTION 20

Most situations are mixed-motive negotiations, containing some elements that require distributive bargaining processes and others that require integrative negotiation.

True

False

QUESTION 21

Negotiators may want to get the other party out of a committed position, and many times that party will also want a way out.

True

False

QUESTION 22

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

True

False

QUESTION 23

Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist.

True

False

QUESTION 24

Starting points

		are given up as concessions are made.
		are usually contained in the opening statements each negotiator makes.
		are not known to the other party.
		are usually learned or inferred as negotiations get under way.

QUESTION 25

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

True

False

QUESTION 26

Substantive interests

		are the interests that relate to the focal issues under negotiation.
		mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.
		are related to the way we settle the dispute.
		regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.

QUESTION 27

The Pareto efficient frontier contains a point where there is no agreement that would make any party better off without decreasing the outcomes of any other party.

True

False

QUESTION 28

The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.

True

False

QUESTION 29

The initial bargaining range is defined by

		the initial round of concessions.
		the opening offer and the counteroffer.
		the bargaining mix and the opening stance.
		the opening stance and the initial concession.

QUESTION 30

The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point.

True

False

QUESTION 31

The package of issues for negotiation is the bargaining mix and each item in the mix has its own starting, target, and resistance points.

True

False

QUESTION 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

QUESTION 32

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

True

False

QUESTION 33

The target point is the

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