Exam 2: Strategy and Tactics of Distributive Bargaining

The more you can convince the other party that your costs of delay or aborting negotiations are ____________, the more modest will be the other's resistance point.

A commitment statement should have a

What are the risks involved when using hardball tactics?

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

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

An offer that may have been accepted had it emerged as a result of ____________ ____________ may be rejected when it is presented as a fait accompli.

The bargaining range is defined by

To prevent the other party from establishing a committed position, a negotiator could

Good distributive bargainers will

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 by one of the following resistance points.

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

What is the simplest way to screen a position?

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

Define bargaining mix.

Define selective presentation.

List two situations when distributive bargaining strategies are useful.

Define commitment.

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

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

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