negotiators who are suspicious are less effective at the bargaining table true false course hero

Should Negotiators use hard-bargaining strategies in negotiations?

In fact, negotiators who fall back on hard-bargaining strategies in negotiation are typically betraying a lack of understanding about the gains that can be achieved in most business negotiations. When negotiators resort to hard-bargaining tactics, they convey that they view negotiation as a win-lose enterprise.

What is the bargaining zone of a negotiation?

B) The bargaining zone is the range between the negotiators' target points. C) The final settlement of a negotiation will fall somewhere below the seller's reservation point and above the buyer's target point. D) In a positive bargaining zone, negotiators' reservation points overlap.

Are hard-bargaining tactics the key to success?

Some negotiators seem to believe that hard-bargaining tactics are the key to success. They resort to threats, extreme demands, and even unethical behavior to try to get the upper hand in a negotiation.

Are your negotiation hardball tactics hurting your Integrative potential?

Unfortunately, when parties resort to hard-bargaining tactics in negotiations with integrative potential, they risk missing out on these benefits. Because negotiators tend to respond in the way they are treated, one party’s negotiation hardball tactics can create a vicious cycle of threats, demands, and other hardball strategies.

What does it mean when a negotiator resorts to hard-bargaining tactics?

When negotiators resort to hard-bargaining tactics, they convey that they view negotiation as a win-lose enterprise.

What happens when parties resort to hard-bargaining tactics in negotiations with integrative potential?

Unfortunately, when parties resort to hard-bargaining tactics in negotiations with integrative potential, they risk missing out on these benefits. Because negotiators tend to respond in the way they are treated, one party’s negotiation hardball tactics can create a vicious cycle of threats, demands, and other hardball strategies. This pattern can create a hard-bargaining negotiation that easily deteriorates into impasse, distrust, or a deal that’s subpar for everyone involved.

How to prevent negotiation from disintegrating into hard-bargaining tactics?

To prevent your negotiation from disintegrating into hard-bargaining tactics, you first need to make a commitment not to engage in these tactics yourself. Remember that there are typically better ways of meeting your goals, such as building trust, asking lots of questions, and exploring differences.

What is the most common tactic of hard-bargaining?

Perhaps the most common of all hard-bargaining tactics, this one protects dealmakers from making concessions too quickly. However, it can keep parties from making a deal and unnecessarily drag out business negotiations. To head off this tactic, have a clear sense of your own goals, best alternative to a negotiated agreement (BATNA), and bottom line – and don’t be rattled by an aggressive opponent.

What is commitment tactic?

Commitment tactics. Your opponent may say that his hands are tied or that he has only limited discretion to negotiate with you. Do what you can to find out if these commitment tactics are genuine. You may find that you need to negotiate with someone who has greater authority to do business with you.

What are some things that can throw you off guard?

Bluffing, puffing, and lying. Exaggerating and misrepresenting facts can throw you off guard. Be skeptical about claims that seem too good to be true and investigate them closely.

What is integrative negotiation?

As a result, these so-called integrative negotiations give parties the potential to create win-win outcomes, or mutually beneficial agreements.

When should a negotiator reveal the price of a reservation?

It is appropriate for negotiators to reveal their true reservation price if they trust and like the other party or desire a long-term relationship.

What is the motivation of a negotiator?

A) negotiators are motivated to maximize the bargaining surplus

What happens when you refuse a concession?

When you refuse the request, the negotiator makes a much smaller request, which is the option he or she wanted all along.

What is a positive bargaining zone?

In a positive bargaining zone, the most the buyer is willing to pay is greater than the least the seller will accept.

Where does the final settlement fall in a negotiation?

C) The final settlement of a negotiation will fall somewhere below the seller's reservation point and above the buyer's target point.

Should you walk away from a negotiation?

During a negotiation, you should only walk away from the bargaining table if your BATNA is more attractive than the counterparty's offer.

Which is less likely to divulge their interests in a negotiation?

B. A powerful negotiator is less likely to divulge their interests in a negotiation

Why do men claim a larger share of the bargaining surplus than do women?

D. Men claim a larger share of the bargaining surplus than do women because they do not want to lose to a woman

What does "power" mean in negotiators?

D. Power increases negotiators' feelings of control over outcomes outside of their actual influence abilities

What are the factors that are not real indicators of authority?

A. factors that are not real indicators of authority, such as age, gender and race ; legitimate authority

Is there a difference between male and female negotiators?

A. There are no known differences between male and female negotiators

Is it advisable to lie about Batna?

A. Lying about one's BATNA is only advisable if the negotiator is prepared to have the other party walk away from the table