Chapter 02 – Strategy and Tactics of Distributive Bargaining
Chapter 02
Strategy and Tactics of Distributive Bargaining
1. (p. 28) Distributive bargaining is basically a competition over who is going to get the most of
a ____________ __________.
2. (p. 28) Whether or not one or both parties in a distributive bargaining situation achieve their
objectives will depend upon the ____________ and ____________ they employ.
3. (p. 29) The ____________ ____________ is the point beyond which a person will not go and
would rather break off negotiations.
4. (p. 30) The spread between the resistance points is called the ____________ __________.
5. (p. 30, 31) A ____________ bargaining range occurs when the buyer’s resistance point is
above the seller’s.
6. (p. 32) ____________ are important because they give the negotiator power to walk away
from any negotiation when the emerging deal is not very good.
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35. (p. 38) 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.
36. (p. 42) Studies indicate that negotiators who make low or modest opening offers get higher
settlements than do those who make extreme opening offers.
37. (p. 43) Parties feel better about a settlement when negotiations involve a progression of
concessions.
38. (p. 44) 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.
39. (p. 44) A small concession late in negotiations may indicate that there is little room left to
move.
40. (p. 45) It is important to signal to the other party with either behavior or words that the
concessions are almost over.
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62. (p. 44) Concession making
63. (p. 44) When successive concessions get smaller, the most obvious message is that
64. (p. 45) Skilled negotiators may
