1. Distributive bargaining is basically a competition over who is going to get the most of a (p. 35) _______________________. limited resource 2. Whether or not one or both parties in a distributive bargaining situation achieve their (p. 35) objectives will depend upon the ____________ and ____________ they employ. strategies; tactics 3. The _______________________ is the point beyond which a person will not go and would (p. 37, rather break off negotiations. 38) resistance point 4. The spread between the resistance points is called the ________________________. (p. 38) bargaining 5. A ____________ bargaining range occurs when the buyer's resistance point is above the (p. 38) seller's. positive 6. ____________ are important because they give the negotiator power to walk away from (p. 40) any negotiation when the emerging deal is not very good. Alternatives 7. The package of issues for negotiation is the ______________________. (p. 41) bargaining mix 8. Central to planning the strategy and tactics for distributive bargaining is effectively (p. 42) locating the party's _____________________. resistance point 9. The more attractive the other party's alternatives, the more likely he or she will be to (p. 43) maintain a ____________ resistance point. high 10. ______________________ reduces the likelihood of making verbal slips or presenting any (p. 46) clues that the other side could use to draw conclusions. Reticence
1. (p. 35) Distributive bargaining is basically a competition over who is going to get the most of a _______________________. limited resource 2. (p. 35) Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the ____________ and ____________ they employ. strategies; tactics 3. (p. 37, 38) The _______________________ is the point beyond which a person will not go and would rather break off negotiations. resistance point 4. (p. 38) The spread between the resistance points is called the ________________________. bargaining 5. (p. 38) A ____________ bargaining range occurs when the buyer's resistance point is above the seller's. positive 6. (p. 40) ____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good. Alternatives 7. (p. 41) The package of issues for negotiation is the ______________________. bargaining mix 8. (p. 42) Central to planning the strategy and tactics for distributive bargaining is effectively locating the party's _____________________. resistance point 9. (p. 43) The more attractive the other party's alternatives, the more likely he or she will be to maintain a ____________ resistance point. high 10. (p. 46) ______________________ reduces the likelihood of making verbal slips or presenting any clues that the other side could use to draw conclusions. Reticence