Fill in the Blanks with Negotiating Term in Distributive Bargaining Flashcards

Negotiation o f busine

84 cards   |   Total Attempts: 182
  

Cards In This Set

Front Back
Distributive bargaining is basically a competition over who is going to get the most of a
Limited resource
The______ is the point beyond which a person will not go and would rather break off negotiations
Resistance point
The spread between the resistance points is called the
Bargaining range
The package of issues for negotiation is the
Bargaining mix
Channeling all communication through a _______ reduces inadvertent revelation of information.
Team spokesman
In some ways, the ultimate weapon in negotiation is to threaten to
Terminate negotiation
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.
Concession making
_________ is a conflictd situation wherein parties seek their own advantage through tactics including concealing information, attemption to mislead or using manipulative actions
Distributive bargaining
The objective of both parties in distributive bargaining is to obtain as much of the ______ as possible.
Bargaining range
A large majority of agreements in distributive bargaining are reached when the deadline is
Near
The bargaining range is defined by
The opening offer and the counteroffer
Parties feel better about a settlement when negotiations involve a
Progresssion of concessions
Hardball tactics are designed to
Pressure targeted parties to do things they would not otherwise do
Aggerssive behavior tactics include
All of the above
The negotiator's basic strategy is to
Reach the final settlement as close to the other's resistance point as possible