Examples of Distributive Negotiation Tactics

The video discusses distributive negotiation, a competitive scenario where parties vie for a fixed amount of value. It explains various hardball tactics like 'good cop, bad cop', 'lowball/highball', 'bogey', 'nibble', 'chicken', 'intimidation', and 'snow job'. These tactics aim to maximize one's gain at the expense of the other party. The video emphasizes understanding these tactics to develop strategies to counter them effectively.

What is a key characteristic of distributive negotiation?

• It involves expanding the pie.

• It focuses on mutual gains.

• It is competitive with a fixed pie.

• It is a collaborative process.

Which of the following best describes the nature of distributive negotiations?

• They are characterized by cooperation.

• They involve hardball tactics.

• They focus on creating additional value.

• They are always fair and balanced.

In the 'Good cop, bad cop' tactic, what is the main strategy?

• Offering extreme positions.

• Playing accommodating and harsh roles.

• Feigning disinterest.

• Overwhelming with information.

What is the purpose of the 'Lowball, highball' tactic?

• To create a collaborative environment.

• To test the other party's knowledge and needs.

• To feign disinterest.

• To intimidate the other party.

What does the 'Bogey' tactic involve?

• Feigning disinterest in the negotiation.

• Offering extreme initial positions.

• Playing accommodating and harsh roles.

• Overwhelming the other party with information.

Which tactic involves trying to get a little more just before closing a deal?

• Snow job

• Chicken

• Nibble

• Intimidation

What is the 'Snow job' tactic?

• Feigning disinterest in the negotiation.

• Overwhelming the other party with information.

• Offering extreme initial positions.

• Playing accommodating and harsh roles.