Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.
What will be an ideal response?
In distributive situations negotiators are motivated to win the competition and beat the other party, or gain the largest piece of the fixed resource that they can. In order to achieve these objectives, negotiators usually employ "win-lose" strategies and tactics. This approach to negotiation-called distributive bargaining-accepts the fact that there can only be one winner given the situation, and pursues a course of action to be that winner. The purpose of the negotiation is to claim value-that is, to do whatever is necessary to claim the reward, gain the lion's share, or gain the largest piece possible.
You might also like to view...
Capital expenditures are costs that are charged to stockholders' equity accounts
a. True b. False Indicate whether the statement is true or false
Yasmin knows that nonverbal messages can create powerful impressions on people during a job interview. What should she do to ensure that her nonverbal behavior impresses her interviewer?
A) Chew gum because doing so will make her look casual and relaxed. B) Avoid direct eye contact to show respect to the interviewer. C) Turn off her smartphone before the interview. D) Smile the entire time to demonstrate her friendliness and enthusiasm.
Answer the following statement(s) true (T) or false (F)
1. Even during periods of relative calm, every organization is constantly changing. 2. Grassroots changes are often aimed at broad cultural change. 3. First level managers is one of the levels of organizational culture. 4. “An underlying theme that provides meaning for organizational members” is one of the elements of the motion of organizational culture on which Schein found general consensus. 5. Some forces that seek to bring about change and others that resist or restrict change is called “driving and restarting forces” by Lewin.
In a __________, the seller offers the buyer a commission, rebate, or discount for furnishing the seller with a list of additional prospective customers
a. pyramid sale b. referral sale c. commission sale d. rebate sale