Ch 2 Flashcards
What can distributive bargaining cause negotiators to ignore?
Maximizing one’s own share of resources can cause negotiators to ignore what the parties have in common
What is the target point?
wanted outcomes
What are starting points?
initial offer
What is the objective of distributive bargaining negotiation?
for both parties to obtain as much of the bargaining range
When are the largest majority of agreements reached in distributive negotiation?
reached near the deadline
What defines the bargaining range?
the opening offer & the counter offer
What can a negotiator do after the first round of offers?
Hold firm
Insist on the original position
Make some concessions
Make no concessions
Should distributive negotiators provide room for concessions?
yes
What makes parties feel better about concessions in negotiation?
when the negotiations involve a progression of concessions
What is concession making?
acknowledgement of the other party
movement toward the other’s position
legitimacy of the other party
other party’s position
What is meant when concessions get smaller?
resistance point is being reached
What can skilled negotiators do to reach an agreement?
Provide alternatives (2 or 3) Assume the close Split the difference Exploding offers Deal sweeteners
What is the purpose of hardball tactics?
Designed to pressure targeted parties to do things they would not otherwise do
What is a negotiator’s target settlement point?
Change their resistance point
Modify your own resistance point
Convince that the settlement is the best possible
What is the objective of both parties in distributive bargaining negotiations?
obtain as much of the bargaining range as possible
