Exam 2: Strategy and Tactics of Distributive Bargaining

To communicate the most effective message,a negotiator should try to send a consistent message through both an opening ____________ and an opening __________.

A commitment statement should have

Define distributive bargaining.

A party changing his or her position after a commitment should be given every opportunity to retreat with __________.

The target point is the

If one side is not prepared to make concessions,either the other must ____________ or the negotiations will __________.

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

____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.

What characteristics of original offer,opening stance and opening concession would signal a position of firmness? Of flexibility?

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

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

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

In "calculated incompetence," the negotiator is intentionally given false or misleading information to reveal to the other party.

A public commitment statement means that the wider the audience,the less likely the commitment will be changed.

Although disruptive action tactics can work,they may also produce ____________ and escalation of __________.

____________ ____________ 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