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Exam 2: Strategy and Tactics of Distributive Bargaining

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Question 1

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What is the simplest way to screen a position?

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Question 2

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

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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.

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

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

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.

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

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

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

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

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

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

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

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

____________ ____________ 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

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.

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

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

The negotiator's basic strategy is to

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