Chapter 02
1. Distributive bargaining is basically a competition over who is going to get the most of a
_______________________.
2. Whether or not one or both parties in a distributive bargaining situation achieve their objectives
will depend upon the ____________ and ____________ they employ.
3. The ________________________ 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 _______________________.
5. A ____________ bargaining range occurs when the buyer’s resistance point is above the
seller’s.
6. ____________ are important because they give the negotiator power to walk away from any
negotiation when the emerging deal is not very good.
7. The package of issues for negotiation is the _______________________.
8. Central to planning the strategy and tactics for distributive bargaining is effectively locating the
other party’s _______________________.
9. The more attractive the other party‘s alternatives, the more likely he or she will be to maintain
a ____________ resistance point.
10. Selective ____________ reduces the likelihood of making verbal slips or presenting any clues
that the other side could use to draw conclusions.
11. Channeling all communication through a ________________________ reduces inadvertent
revelation of information.
12. In some ways, the ultimate weapon in negotiation is to threaten to
_______________________.
13. To communicate effectively, a negotiator should try to send a consistent message through
both an opening ____________ and an opening ___________.
14. If one side is not prepared to make concessions, the other must ____________ or the
negotiations will ___________.
15. 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.
16. A reasonable initial concession communicates a basic stance of ___________.
17. Another way to strengthen a commitment and encourage further concessions is to
____________ with one or more prior concessions.
18. When acting as if the decision to close the deal has already been made, the negotiator is
using the ____________________________________ method of closing the agreement.
19. Most hardball tactics are designed to either ____________ the appearance of the bargaining
position of the person using the tactic or to ________________________ the appearance of the
20. Good ____________ is critical for defending against the lowball/highball (or all) hardball
tactics.
21. The ________________________ tactic occurs when negotiators overwhelm the other party
with so much information that they have trouble determining which information is real or important.
22. ________________________ is a conflict situation wherein parties seek their own advantage
through tactics including concealing information, attempting to mislead or using manipulative actions.
Distributive bargaining
23. Distributive bargaining strategies are the only strategies that are effective in interdependent
situations.
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24. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize
the value obtained in a single deal.
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25. The resistance point is the point at which a negotiator would like to conclude negotiations.
26. Both parties to a negotiation should establish their starting, target and resistance point before
beginning negotiation.
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27. Anything outside the bargaining range will be summarily rejected by one of the negotiators.
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28. A negative bargaining range occurs when the buyer’s resistance point is above the seller’s.
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29. Negotiations with a positive settlement range are obvious from the beginning.
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30. A resistance point will be influenced by the cost an individual attaches to delay or difficulty in
negotiation.
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31. 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.
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32. The first step for a negotiator completing a distributive bargaining negotiation is to obtain
information about the other party’s outcome values and resistance points.
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34. 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.
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35. Studies indicate that negotiators who make low or modest opening offers get higher
settlements than do those who make extreme opening offers.
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36. Parties feel better about a settlement when negotiations involve a progression of
concessions.
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37. 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.
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38. A small concession late in negotiations may indicate that there is little room left to move.
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39. It is important to signal to the other party with both actions and words that the concessions are
almost over.
40. One way negotiators may convey the message that “this is the last offer” is by making a
personalized concession.
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41. Hardball tactics work most effectively against powerful, well-prepared negotiators.
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42. Hardball tactics are infallible if used properly.
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43. To respond to hardball tactics, a negotiator must identify the tactic quickly and understand
what it is and how it works.
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44. The best response to the chicken tactic is to challenge the other party by responding with
one’s own chicken tactic, thereby calling the other’s bluff.
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45. An effective means of countering the intimidation tactic is to ignore it.
46. Distributive bargaining strategies
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47. The target point is the
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48. Starting points
49. The objective of both parties in distributive bargaining is to obtain as much of which of the
following as possible?
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50. The resistance point is established by the ____________ expected from a particular
outcome, which is in turn the product of the ____________ and ____________ of an outcome.
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51. The more you can convince the other party that your costs of delay or aborting negotiations
are ___________, the more modest will be the other’s resistance point.
52. The more you can convince the other that you value a particular outcome outside the other’s
bargaining range, the more pressure you put on the other party to set by one of the following
resistance points.
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53. A large majority of agreements in distributive bargaining are reached when the deadline is
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54. Disruptive action tactics can cause
55. The opening stance is
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56. The bargaining range is defined by
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57. What action can be taken after the first round of offers?
58. Good distributive bargainers will
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59. Parties feel better about a settlement when negotiations involve a(n)
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61. Concession making
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62. When successive concessions get smaller, the most obvious message is that
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63. Skilled negotiators may
64. Hardball tactics are designed to
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65. Aggressive behavior tactics include
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66. The negotiator’s basic strategy is to
67. Define distributive bargaining.
68. List two situations when distributive bargaining strategies are useful.
69. A negative bargaining range occurs when:
70. How can a negotiation that begins with a negative bargaining range be resolved?
71. What can happen when one or both parties do not think they got the best agreement
possible?
72. Define bargaining mix.
The package of issues for negotiation.
73. What are the four important tactical tasks for a negotiator in a distributive bargaining
situation?
74. What is the simplest way to screen a position?
75. Define calculated incompetence.
76. Define selective presentation.
77. What negative effect can be caused by using trivial items as distractions or magnifying minor
issues?
78. What are the three ways to manipulate the costs of delay in negotiation?
79. Why is it advantageous to make an extreme opening offer?
80. What are the disadvantages of making a more extreme opening offer?
81. What characteristics of original offer, opening stance and opening concession would signal a
position of firmness? Of flexibility?
82. What are the advantages of adopting a flexible position?
83. What is the disadvantage of letting the absence of further concessions convey the message
of the final offer?
84. What are the risks involved when using hardball tactics?
85. What are the strategies for responding to hardball tactics?