Exam 3: Distributive Negotiation: Slicing the Pie

Which of the following statements is true regarding a bargaining zone?

The ________ occurs when the negotiator's first offer is immediately accepted by the counterparty.

Bargaining surplus is the amount of overlap between ________.

The first offer that ________ acts as a powerful anchor point in negotiation.

________ concessions are concessions made by one party.

Your first offer should not be a range.

You are negotiating an important sales contract for your organization.Which of the following,if true,would increase the risk of you being anchored by the other party's opening offer?

Ben is negotiating a sales contract.The most valuable piece of information Ben can have about the counterparty is ________.

During a negotiation you should ________.

Equity is often used to allocate benefits,but equality is more commonly used to allocate burdens.

Which of the following fairness principles prescribes equal shares for all?

The final settlement of a negotiation will fall somewhere ________.

During a negotiation,you should only walk away from the bargaining table if your BATNA is more attractive than the counterparty's offer.

The best possible economic outcome for a negotiator is the one that just meets the counterparty's reservation point.

During a negotiation which of the following is likely to result in greater profit?

Negotiators who make larger and more frequent concessions maximize their slice of the pie,compared to those who make fewer and smaller concessions.

Once you have made an offer,you should ________.

The zone of possible agreements (ZOPA)is the range between ________.

In which of the following cases would an equity-based allocation of resources be most indicated?

William and Ben are negotiating a maintenance contract.To maximize his slice of the pie,William should ensure that the settlement is as close to ________ as possible.