Free Printable Distributive bargaining #3

Worksheets

Distributive bargaining #3

Total questions: 10

Worksheet time: 9mins

Name

Class

Date

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

True

False

The resistance point is the point at which a negotiator would like to conclude negotiations.

True

False

Negotiations with a positive settlement range are obvious from the beginning.

True

False

Parties feel better about a settlement when negotiations involve a progression of concessions.

True

False

Hardball tactics do more good than harm in negotiations.

True

False

The target point is the

point at which a negotiator would like to conclude negotiations.

negotiator's bottom line.

first offer a negotiator quotes

initial price set by the seller.

What statement about concessions is false?

Concessions are central to negotiations

Concessions is another word for adjustment in position

Concession making exposes the concession maker to some risk.

Reciprocating concessions is a very risky process.

Which of the following tactics requires more members in your team?

Silence

Good cop, bad cop

Limited Agent Authority

Nibbling

Have a firm sense of your best alternative to a negotiated agreement (BATNA), and don’t let your opponent shake your resolve. To which of the following tactics you should react like this in order to be efficent?

Belittling your alternatives

Low ball, high ball

Nibbling

10.

Your opponent may say that his hands are tied or that he has only limited discretion in negotiating. Which is this tactic?

Silence

Nibbling

Agent of Limited Authority

Personal Insults

Reset

Distributive bargaining #3

Total questions: 10

Worksheet time: 9mins

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