MCQs > Finance & Management > Negotiation Skills MCQs > “Hardball” Tactics of Negotiation MCQs

“Hardball” Tactics of Negotiation MCQ

Slicing is the most dysfunctional tactic of all.

Answer

Correct Answer: True

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Overwhelming the other party with information creates anxiety and is called a “snowjob”.

Answer

Correct Answer: True

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Slicing is uncommon in buyer/seller negotiations.

Answer

Correct Answer: False

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Emotional and language intensity tactics intend to cause one to lower their expectation.

Answer

Correct Answer: True

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Playing chicken works because it plays on fear and power.

Answer

Correct Answer: True

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If the other party lies about their interest, the situation is called a ______.

Answer

Correct Answer: Bogey

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One reason another party may make a lowball offer is to force the other party into ______.

Answer

Correct Answer: Lowering their expectations

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If a “good cop/bad cop” tactic arises, one recommended response is to ______.

Answer

Correct Answer: Call out the tactic

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Which is suggested to remain effective in a tough negotiation?

Answer

Correct Answer: Taking a break

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According to the text, hardball tactics are very ______.

Answer

Correct Answer: Annoying

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More Negotiation Skills Subjects
Think About Negotiation
Negotiation Fundamentals
Planning to Negotiate
Reciprocity Negotiation
Intangible Interests in Negotiation
Relationships in Negotiation
Uncertainty of Negotiation
Formal Power Negotiation
Alternatives of Negotiation
Persistence and Goals
Individual Difference in Negotiation
Culture in Negotiation
Stages of Negotiation
Negotiation and Technology
Negotiating with more Person
Mediation and Arbitration
Resource and Time Constraints
Negotiation Skills
More Resources
Negotiation Skills Skill Assessment
Negotiation Skills PDF
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