Fundamentals of Negotiation
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Questions and Answers

What is distributive bargaining primarily about?

  • Competition over a limited resource (correct)
  • Avoiding resource allocation
  • Sharing resources equally
  • Collaboration to maximize resources

    • Why is it important to understand distributive bargaining?

  • To avoid distributive tactics
  • To always claim more value
  • To prevent any distributive skills in negotiation
  • Some interdependent situations are distributive (correct)

    • What is a negotiator's optimal goal in distributive bargaining?

  • Claiming value
  • Proactive management
  • Resistance point
  • Target point (correct)

    • What is a negotiator's resistance point in distributive bargaining?

    <p>Resistance point</p> Signup and view all the answers

    Why is it important for negotiators to understand distributive bargaining?

    <p>To manage situations proactively</p> Signup and view all the answers

    What is distributive bargaining primarily a competition over?

    <p>Who is going to get the most of a limited resource</p> Signup and view all the answers

    When might distributive skills be required in a negotiation?

    <p>During the 'claiming value' stage</p> Signup and view all the answers

    What is a negotiator's resistance point in distributive bargaining?

    <p>The point beyond which the negotiator will walk away from the negotiation</p> Signup and view all the answers

    What is a target point in distributive bargaining?

    <p>A negotiator’s optimal goal</p> Signup and view all the answers

    Why is it important for negotiators to understand distributive bargaining?

    <p>To manage distributive situations proactively</p> Signup and view all the answers

    What is distributive bargaining primarily focused on?

    <p>Competition over a limited resource</p> Signup and view all the answers

    Why should negotiators understand distributive bargaining?

    <p>To manage situations proactively</p> Signup and view all the answers

    What is a negotiator's resistance point in distributive bargaining?

    <p>The lowest acceptable outcome</p> Signup and view all the answers

    When might every negotiation require distributive skills?

    <p>During the 'claiming value' stage</p> Signup and view all the answers

    What is a negotiator's target point in distributive bargaining?

    <p>Optimal goal</p> Signup and view all the answers

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