Reference no: EM132801348

Sub: Influence persuation and negotiation

1. Which of the following statement is not true when comparing distributive bargaining with integrative negotiation.

a. There is good evidence that integrative negotiating is effective against a strong, consistent distributive bargainer.

b. Some negotiators use a purely distributive approach

c. Knowledge of the distributive bargaining process makes it more likely you will spot a dishonest negotiator.

d. Distributive tactics are often used during the claiming-value portion of the integrative negotiation process.

2. Negotiators need to screen information about their own positions and represent those positions as they would like the other to believe. Which of the following statements is not true of screening activities?

a. In group negotiations, a useful screening approach is calculated incompetence.

b. The simplest way to screen a position is to say and do as little as possible.

c. Screening activities are more important at the end of negotiation.

d. During team negotiations, channeling all communication through a team spokesperson is an effective screening technique.

3. Which of the following is not one of the factors listed in the text for why integrative negotiation is difficult to achieve?

a. A the belief an issue can only be resolved distributivity

b. Longtime perspectives

c. The mixed-motive nature of most bargaining situations

d. The history of the relationship between the parties