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Exam 2: Strategy and Tactics of Distributive Bargaining

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Question 41

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Distributive bargaining strategies

A) are the most efficient negotiating strategies to use.
B) are used in all interdependent relationships.
C) are useful in maintaining long term relationships.
D) can cause negotiators to ignore what the parties have in common.
E) None of the above describes distributive bargaining strategies.

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Question 42

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What are the three properties of commitment statements?

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A high degree of fin...

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Question 43

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

All the advantages of a committed position work against a negotiator when the other party becomes committed,so it is important to try to prevent the other negotiator from becoming committed.

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

Commitments exchange ____________ for certainty of action.

Channeling all communication through a _____________________ reduces inadvertent revelation of information.

The more attractive the other party's alternatives,the more likely he or she will be to maintain a ____________ resistance point.

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

Disruptive action tactics can cause

Both parties to a negotiation should establish their starting,target and resistance point before beginning negotiation.

___________________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions.

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

In some ways,the ultimate weapon in negotiation is to threaten to __________________.

A large majority of agreements in distributive bargaining are reached when the deadline is

The bargaining range is defined by

What are the four important tactical tasks for a negotiator in a distributive bargaining situation?

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.

Negotiators who make threats

A ____________ bargaining range occurs when the buyer's resistance point is above the seller's.