100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
PSYCH 439 Ch 2 Exam with Questions and Answers CA$11.59   Add to cart

Exam (elaborations)

PSYCH 439 Ch 2 Exam with Questions and Answers

 0 view  0 purchase
  • Course
  • PSYCH 439
  • Institution
  • PSYCH 439

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)...

[Show more]

Preview 1 out of 4  pages

  • November 15, 2024
  • 4
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • PSYCH 439
  • PSYCH 439
avatar-seller
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

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller wangithiannaw. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for CA$11.59. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

75632 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 14 years now

Start selling
CA$11.59
  • (0)
  Add to cart