Fill in the Blanks with Negotiating Term in Distributive Bargaining Flashcards

Distributive bargaining is basically a competition over who is going to get the most of a

The______ is the point beyond which a person will not go and would rather break off negotiations

The spread between the resistance points is called the

The package of issues for negotiation is the

Channeling all communication through a _______ reduces inadvertent revelation of information.

In some ways, the ultimate weapon in negotiation is to threaten to

An offer that may have been accepted had it emerged as a result of __________ may be rejected when it is presented as a fait accompli.

_________ is a conflictd situation wherein parties seek their own advantage through tactics including concealing information, attemption to mislead or using manipulative actions

The objective of both parties in distributive bargaining is to obtain as much of the ______ as possible.

A large majority of agreements in distributive bargaining are reached when the deadline is

The bargaining range is defined by

Parties feel better about a settlement when negotiations involve a

Hardball tactics are designed to

Aggerssive behavior tactics include

The negotiator's basic strategy is to