Chapter 02
Strategy and Tactics of Distributive Bargaining
Fill in the Blank Questions
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 .
2-1
Copyright © 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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.
2-2
Copyright © 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 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 options available to the other party.
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.
True / False Questions
23. Distributive bargaining strategies are the only strategies that are effective in
interdependent situations.
True False
24. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize
the value obtained in a single deal.
True False
25. The resistance point is the point at which a negotiator would like to conclude
negotiations. True False
26. Both parties to a negotiation should establish their starting, target and resistance point
before beginning negotiation.
True False
27. Anything outside the bargaining range will be summarily rejected by one of the
negotiators. True False
2-3
Copyright © 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
Strategy and Tactics of Distributive Bargaining
Fill in the Blank Questions
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 .
2-1
Copyright © 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
,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.
2-2
Copyright © 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
, 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 options available to the other party.
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.
True / False Questions
23. Distributive bargaining strategies are the only strategies that are effective in
interdependent situations.
True False
24. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize
the value obtained in a single deal.
True False
25. The resistance point is the point at which a negotiator would like to conclude
negotiations. True False
26. Both parties to a negotiation should establish their starting, target and resistance point
before beginning negotiation.
True False
27. Anything outside the bargaining range will be summarily rejected by one of the
negotiators. True False
2-3
Copyright © 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
