SECTION B TRUE OR FALSE [10 marks]

Answer ALL questions. Each question carries ONE (1) mark.

State whether each of the following statements is TRUE or FALSE.

1. A negative bargaining range occurs when the buyers resistance point is above the sellers.
2. The target point is the point at which a negotiator would like to conclude negotiations.
3. The best response to the chicken tactic is to challenge the other party by responding with ones own chicken tactic, thereby calling the others bluff.
4. Projection occurs when people ascribe to others the characteristics or feelings that they possess themselves.
5. Perception is a sense-making process; people interpret their environment to make appropriate responses to it.
6. The absence of sufficient negotiable variables can be a major cause of negotiation deadlock.
7. The role of a conciliator is to hear evidence and make a final decision that binds both parties.
8. The turtle style of conflict resolution is suitable if conflict concerns something trivial.
9. Negotiators do not use the utilitarian aspect of power over the other party.
10. At the initial stages of the negotiation process, negotiators are concerned with saving faces than how well or poorly the party is doing.