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Negotiation 101 Practice Test: Distributive Bargaining
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Distributive bargaining is a negotiation strategy where two parties compete to divide a fixed resource. It's also known as "claiming value," "zero-sum," or "win-lose" bargaining.  In distributive bargaining, the parties assume that there's not enough to go around. The more one side gets, the less the other side gets. This is also known as a zero-sum game in game theory.  Distributive bargaining is a realistic approach to some situations. For example, an American tourist shopping for a rug in Istanbul is often thought of as a classic distributive bargain. The tourist and the rug merchant... Show more
Negotiation 101 Practice Test: Distributive Bargaining
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25 Questions

1. Negotiators who make threats
2. Disruptive action tactics can cause
3. 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.
4. A concession late in negotiations may indicate that there is little room left to move.
5. The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
6. Distributive bargaining strategies are the only strategies that are effective in interdependent situations.
7. Concession making
8. An effective means of countering the intimidation tactic is to ignore it.
9. A large majority of agreements in distributive bargaining are reached when the deadline is
10. Distributive bargaining strategies
11. Anything outside the bargaining range will be summarily rejected by one of the negotiators.
12. The target point is the
13. Skilled negotiators may
14. What action can be taken after the first round of offers?
15. To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.
16. The resistance point is the point at which a negotiator would like to conclude negotiations.
17. What statement about concessions is false?
18. When successive concessions get smaller, the most obvious message is that
19. The negotiator's basic strategy is to
20. Parties feel better about a settlement when negotiations involve a progression of concessions.
21. A public pronouncement statement means that the wider the audience, the less likely the commitment will be changed.
22. A negative bargaining range occurs when the buyer's resistance point is above the seller's.
23. Parties feel better about a settlement when negotiations involve a(n)
24. The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
25. Good distributive bargainers will

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