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Exam 2: Strategy and Tactics of Distributive Bargaining

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Question 1

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____________ ____________ 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

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Distributi...

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Question 2

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____________ can be used to squeeze negotiations into the last remaining minutes of a meeting in order to extract concessions from one party.

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The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.

The negotiator's basic strategy is to

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

If a major concession has been made on a significant point,it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

What is the simplest way to screen a position?

What negative effect can be caused by using trivial items as distractions or magnifying minor issues?

The resistance point is the point at which a negotiator would like to conclude negotiations.

Negotiations with a positive settlement range are obvious from the beginning.

What action can be taken after the first round of offers?

The ____________ ____________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.

Another way to strengthen a commitment is to ____________ with one or more allies.

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.

What are the disadvantages of making a more extreme opening offer?

Parties feel better about a settlement when negotiations involve a(n)

Parties feel better about a settlement when negotiations involve a progression of concessions.

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ __________.

An effective means of countering the intimidation tactic is to ignore it. Multiple Choice Questions