Quiz on Distributive Bargaining

What is the general nature of distributive bargaining?

• Cooperative

• Compromising

• Competitive

• Collaborative

What is the term used to describe the limited resource in distributive bargaining?

• Infinite pie

• Variable pie

• Flexible pie

• Fixed pie

What is the key to gaining a strategic advantage in a distributive negotiation?

• Being aggressive

• Guarding information carefully

• Using emotional tactics

• Making quick decisions

What is the phenomenon in which we set our estimation for the true value of the item at hand?

• Anchoring effect

• Framing effect

• Contrast effect

• Bracketing effect

Which type of frame involves focusing on the uniqueness of the item being negotiated?

• Reframing

• Focus framing

• Contrast framing

• Negative framing

According to William Ury, what is the suggested approach when receiving an offer?

• Reject the offer immediately

• Ask why

• Make a counteroffer without questions

• Ignore the offer

What is the role of reciprocity norm in distributive bargaining?

• To keep the current situation

• To discuss the process

• To respond to a change from a previous offer with an equal change

• To focus on relationship between the parties

What is the main objective of parties involved in distributive bargaining?

• To collaborate for a win-win situation

• To maximize their share of the fixed resource

• To maintain a positive relationship

• To maximize outcomes for both sides

What is the tactic of waiting to respond to an offer considered to show?

• Lack of interest

• Respect

• Aggressiveness

• Disrespect

What is the concept of setting a boundary that outlines the basic constraints for a negotiation?

• Contrasting

• Bracketing

• Anchoring

• Framing