Exam 2: Strategy and Tactics of Distributive Bargaining

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.

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

Discuss the importance of reciprocating (or not reciprocating)concessions.

The opening stance is

What is the disadvantage of letting the absence of further concessions convey the message of the final offer?

How can a negotiation that begins with a negative bargaining range be resolved?

A negative bargaining range occurs when:

What are the strategies for responding to hardball tactics?

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

Aggressive behavior tactics include

Hardball tactics are infallible if used properly.

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

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

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

It is important to signal to the other party with either behavior or words that the concessions are almost over.

Define calculated incompetence.

The package of issues for negotiation is the ____________ __________.

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

List ways to prevent the other party from establishing a committed position.

The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.