COM 312 UPDATED ACTUAL Questions and CORRECT Answers
1. According to your book, a competitive distributive bargaining situation
bargaining situation is also called
2. Research suggests that making the TRUE
first offer in a negotiation is advanta-
geous to the party making the offer
3. Gradual, delayed concession are per- FALSE
ceived as less valuable than immedi-
ate concessions
4. Which is NOT a way to "Abandon a use exploding offers
Committed Position"?
5. What are the ways to Abandon a Com- minimize the damage
mitted Position? plan a way out
restate the commitment
let it die silently
6. A snowball tactic is when a negotiator FALSE
pretends that an issue of little to no
importance to them is quite important
7. Which alternate situation for Inte- Finding a bridge solution
grative Negotiation involves inventing
new options that meet all their respec-
tive needs?
8. When the negotiating parties find Logroll
more than one issue in conflict and
have different priorities for these is-
sues, this is an example of:
1/3
1. According to your book, a competitive distributive bargaining situation
bargaining situation is also called
2. Research suggests that making the TRUE
first offer in a negotiation is advanta-
geous to the party making the offer
3. Gradual, delayed concession are per- FALSE
ceived as less valuable than immedi-
ate concessions
4. Which is NOT a way to "Abandon a use exploding offers
Committed Position"?
5. What are the ways to Abandon a Com- minimize the damage
mitted Position? plan a way out
restate the commitment
let it die silently
6. A snowball tactic is when a negotiator FALSE
pretends that an issue of little to no
importance to them is quite important
7. Which alternate situation for Inte- Finding a bridge solution
grative Negotiation involves inventing
new options that meet all their respec-
tive needs?
8. When the negotiating parties find Logroll
more than one issue in conflict and
have different priorities for these is-
sues, this is an example of:
1/3
