, 19. Most hardball tactics are designed to either the appearance of the bargaining
position of the person using the tactic or to the appearance of
the options available to the other party.
20. Good is critical for defending against the lowball/highball (or all) hardball tactics.
21. The tactic occurs when negotiators overwhelm the other party with so
much information that they have trouble determining which information is real or important.
22. is a conflict situation wherein parties seek their own
advantage through tactics including concealing information, attempting to mislead or using
manipulative actions.
True / False Questions
23. Distributive bargaining strategies are the only strategies that are effective in
interdependent situations.
True False
24. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize
the value obtained in a single deal.
True False
25. The resistance point is the point at which a negotiator would like to conclude
negotiations. True False
26. Both parties to a negotiation should establish their starting, target and resistance point
before beginning negotiation.
True False
27. Anything outside the bargaining range will be summarily rejected by one of the
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