Distributive Negotiations

Question 1

ADR

Answer 1

Alternative Dispute Resolution

Question 2

Alternative Dispute Resolution (ADR)

Answer 2

Any means of settling disputes
outside of the courtroom

Question 3

Assertiveness

Answer 3

power tactic that involves using a direct approach to push your own agenda and/or attack the other party’s position.

Question 4

distributive negotiation

Answer 4

achieve an efficient compromise by focusing on the distribution of outcomes

Question 5

Distributive negotiation is essentially

Answer 5

a contest to see who gets the biggest share

Question 6

Mixed-motive bargaining

Answer 6

when the negotiating agenda has significant elements of conflict and potential for integration

Question 7

component of leverage or power 1

Answer 7

benefits the negotiator brings to the table

Question 8

component of leverage or power 2

Answer 8

counterpart’s BATNA

Question 9

Tactics

Answer 9

specific behaviors used by a party in a negotiation

Question 10

tactics in distributive negotiations

Answer 10

tend to be more direct and assertive because there is little emphasis on the relationship between the parties.

Question 11

Rationality

Answer 11

involves the use of reason and logical presentation of facts or data

Question 12

Ingratiation

Answer 12

involves being friendly to the other party to get him to like you

Question 13

Coalition building

Answer 13

obtaining the support of and forming an alliance, there is strength in numbers, when you don’t have enough influence on your own.

Question 14

Exchange

Answer 14

Dependes each party having something to offer that the other party wants.

Question 15

Upward appeal

Answer 15

obtaining support for your position from people in higher positions of authority

Question 16

Imposing sanctions

Answer 16

use of coercive power to achieve the desired results

Question 17

tactic for changing the balance of power in a negotiation 1

Answer 17

improve the quality of your own BATNA

Question 18

tactic for changing the balance of power in a negotiation 2

Answer 18

decrease the quality of the other party’s BATNA

Question 19

tactic for changing the balance of power in a negotiation 3

Answer 19

decrease your value of the other party’s contribution

Question 20

decrease your value of the other party’s contribution 4

Answer 20

increase the value of your contributions

Question 21

highball/lowball

Answer 21

where one party makes an extreme opening offer in an attempt to throw the other party off balance

Question 22

Bluffing

Answer 22

going head to head with the other party to see who will back down first, exaggerating your position or even making false threats

Question 23

Intimidation

Answer 23

engaging in aggressive behavior, it may involve name-dropping to imply a closer relationship with those in power

Question 24

bogey

Answer 24

including issues in your opening offer that are really not important to you, but give you something to trade later

Question 25

nibble

Answer 25

asking for additional small things after negotiation has begun or even reached tentative agreement on the main issues

Question 26

Overwhelming the other party with information

Answer 26

providing the other party with so much information that she is left feeling distracted and overwhelmed so she will agree to whatyou want just to avoid wading through all the information

Question 27

Good cop/bad cop

Answer 27

It is rooted in the scenario of two police officers trying to convince a suspect to confess.

Question 28

prevented

Answer 28

Many times the use of hardball tactics can be _______ altogether by befriending the other party early in the negotiation

Question 29

Ignoring

Answer 29

a hardball tactic can neutralize its effect

Question 30

discuss

Answer 30

it may be necessary to ____ the behavior and establish ground rules for behavior during the negotiation

Question 31

respond

Answer 31

respond with a hardball tactic of your own

Question 32

information sharing

Answer 32

In integrative negotiations, it is a crucial component in the creating value stage where it is necessary to identify alternatives for meeting the needs of both parties

Question 33

Claiming value

Answer 33

To obtain as much of the settlement range as possible.

Question 34

Concessions

Answer 34

What you give up in a negotiation

Question 35

Impasse

Answer 35

When the parties to a negotiation cease to make progress toward a settlement.

Question 36

Leverage

Answer 36

The amount of power a negotiator has in a negotiation

Question 37

Logrolling

Answer 37

Making concessions on issues that have a low priority to you in return for gains on issues that have a higher priority.

Question 38

Tentative agreement/TA

Answer 38

An indication that the parties agree on a particular issue in anticipation of reaching an agreement on all issues involved.

Question 39

Winner’s curse

Answer 39

The feeling that you could have done better in a negotiation