PSYCH 439 Ch 2 Exam with Questions and Answers
Why should one be familiar with distributive negotiation? ANSWER 1) Negotiators face some interdependent situations that are distributive, and need to understand to do well
2) Need to understand how to counter distributive bargaining strategies
3)...
PSYCH 439 Ch 2 Exam with Questions and
Answers
Why should one be familiar with distributive negotiation? ANSWER 1) Negotiators face
some interdependent situations that are distributive, and need to understand to do well
2) Need to understand how to counter distributive bargaining strategies
3) Every negotiation situation has the potential to require distributive bargaining skills when
at the "claiming value" stage
When are distributive bargaining strategies useful? ANSWER 1) When a negotiator wants to
maximize the value obtained in a single deal
2) When the relationship with the other party is not important
3) When they are the claiming value stage of negotition
Define target point ANSWER The point at which a negotiator would like to conclude
negotiations
Define resistance point ANSWER A negotiator's bottom line, or the point at which they are
indifferent to the deal
Define bargaining zone ANSWER The space between the resistance points of each negotiator
How do target points, resistance points, and initial offers play an important role in distributive
bargaining? ANSWER Target point influence both outcomes and satisfaction
Opening offers influence outcomes
Resistance points warn the possible presence of hardball tactics
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