Negotiation Tactics Quiz

Which tactic involves bluffing and making extreme threats to force concessions?

• Bogey

• Chicken

• Intimidation

• Good Cop/Bad Cop

How does the "exploding offers" tactic work?

• By providing multiple alternatives

• By extending the negotiation process

• By imposing a tight deadline

• By offering a special concession

Which tactic involves suggesting to split the difference when negotiations are close?

• Exploding offers

• Sweeteners

• Splitting the difference

• Assuming the close

In the context of negotiation, what is a "bogey" tactic?

• Pretending an issue is important when it's not

• Presenting multiple alternatives

• Using aggressive behavior to push one's position

• Introducing new terms late in negotiation

Which tactic involves presenting two or three alternative packages for negotiation?

• Splitting the difference

• Providing alternatives

• Assuming the close

• Exploding offers

What is a common weakness of distributive bargaining strategies?

• They prioritize cooperation and collaboration

• They often lead to win-lose outcomes

• They rely on building trust and rapport with the other party

• They are transparent and straightforward

What is the primary purpose of intimidation tactics in negotiation?

• To foster collaboration and trust

• To force concessions through emotional manipulation

• To achieve mutually beneficial outcomes

• To expedite the negotiation process

What is the primary risk of responding to hardball tactics with aggression?

• Losing credibility and reputation

• Maintaining harmony and rapport

• Achieving mutually beneficial outcomes

• Expediting the negotiation process

What is the purpose of the "assume the close" tactic?

• To intimidate the other party

• To finalize the negotiation quickly

• To create a sense of urgency

• To split the difference

Which tactic involves presenting an extreme opening offer to influence the other party's position?

• Chicken

• Bogey

• Good Cop/Bad Cop

• Lowball/Highball