Short Answer Questions 76. Define distributive bargaining. (p. 35) A competition over who is going to get the most of a limited resource (often money). 77. List two situations when distributive bargaining strategies are useful. (p. 36) When a negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important. 78. A negative bargaining occurs when: (p. 38) The seller's resistance point is above the buyer's. 79. How can a negotiation that begins with a negative bargaining be resolved? (p. 38) If one or both parties are persuaded to change resistance points, or if someone else forces a solution upon them that one or both parties dislike. 80. What can happen when one or both parties do not think they got the best agreement (p. 40) possible? One party or the other may try to get out of the agreement later or try to recoup losses or get even. 81. Define bargaining mix. (p. 41) The package of issues for negotiation. 82. What are the four important tactical tasks for a negotiator in a distributive bargaining (p. 44) situation? (1) Assess the other party's outcome values and the costs of terminating negotiations; (2) manage the other party's impression of one's own outcome values; (3) modify the other party's perception of his or her own outcome values; (4) manipulate the actual costs of delaying or aborting negotiations.
Short Answer Questions 76. (p. 35) Define distributive bargaining. A competition over who is going to get the most of a limited resource (often money). 77. (p. 36) List two situations when distributive bargaining strategies are useful. When a negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important. 78. (p. 38) A negative bargaining occurs when: The seller's resistance point is above the buyer's. 79. (p. 38) How can a negotiation that begins with a negative bargaining be resolved? If one or both parties are persuaded to change resistance points, or if someone else forces a solution upon them that one or both parties dislike. 80. (p. 40) What can happen when one or both parties do not think they got the best agreement possible? One party or the other may try to get out of the agreement later or try to recoup losses or get even. 81. (p. 41) Define bargaining mix. The package of issues for negotiation. 82. (p. 44) What are the four important tactical tasks for a negotiator in a distributive bargaining situation? (1) Assess the other party's outcome values and the costs of terminating negotiations; (2) manage the other party's impression of one's own outcome values; (3) modify the other party's perception of his or her own outcome values; (4) manipulate the actual costs of delaying or aborting negotiations.
Test-Bank-for-Negotiation-7th-Edition-by-Lewicki.docx