Negotiation and Resistance Point - 6335 Words

Fill in the Blank Questions 1. Distributive bargaining is basically a competition over who is going to get the most of a limited resource. 2. Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategies and tactics they employ. 3. The resistance point is the point beyond which a person will not go and would rather break off negotiations. 4. The spread between the resistance points is called the bargaining range. 5. A positive bargaining range occurs when the buyers resistance point is above the sellers. 6. Alternatives are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good. 7.†¦show more content†¦T F 34. The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point. T F 35. The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other partys outcome values and resistance points. T F 36. In calculated incompetence, the negotiator is intentionally given false or misleading information to reveal to the other party. T F 37. Selective presentation can be used to lead the other party to form the desired impression of your resistance point or to open up new possibilities for agreement that are more favorable to the presenter than those that currently exist. T F 38. Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers. T F 39. Parties feel better about a settlement when negotiations involve a progression of concessions. T F 40. If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude. T F 41. A small concession late in negotiations may indicate that there is little room left to move. T F 42. It is important to signal to the other party with either behavior or words that theShow MoreRelatedIntegrative and Distributive Negotiations1059 Words   |  5 PagesIntegrative and Distributive Bargaining Whether a negotiation involves working together toward a goal or working against one another to win, each party must use a strategy to reach a solution. The differences of distributive bargaining and integrative bargaining are parallel. The ways in which one method is competitive and the other is cooperative is described and related to a well-known case involving basketball player Juwan Howard. Distributive Bargaining In a competitive bargaining situationRead MoreSluggers Come Home1475 Words   |  6 PagesWith the development of society, more and more people are aware of the importance of negotiation. 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