Exam 2: Strategy and Tactics of Distributive Bargaining

When successive concessions get smaller, the most obvious message is that

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

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

Define BATNA.

The more you can convince the other that you value a particular outcome outside the other's bargaining range, the more pressure you put on the other party to set what kind of a resistance point?

Aggressive tactics include a relentless push for further concessions.

Why is it advantageous to make an extreme opening offer?

A small concession late in negotiations may indicate that there is little room left to move.

The snow job tactic occurs when negotiators give the other party too little information.

Distributive bargaining is basically a competition over who is going to get the most of a limited resource.

Each party's resistance point is openly stated at the conclusion of negotiations.

The target point is the

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

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

List two situations when distributive bargaining strategies are useful.

Aggressive behaviour tactics include

The objective of both parties in distributive bargaining is to obtain as much of what as possible?

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

Define distributive bargaining.