Which of the following is a difference between interest-based bargaining and distributive bargaining?
A) In interest-based bargaining, negotiators do not have a BATNA, while in distributive bargaining they do.
B) In interest-based bargaining, negotiators reveal their reservation points at the beginning of the negotiation.
C) In interest-based bargaining, companies stake out their positions at the beginning of negotiations and rarely deviate from these positions.
D) Interest-based bargaining rarely begins with parties stating their anchor points, while distributive bargaining begins with parties stating opening prices.

Question

Quizplus · Accepted Answer

Interest-based bargaining focuses on the underlying interests of both parties and tries to create value through collaboration and creativity. Therefore, parties rarely begin with stating their anchor points or opening prices. In distributive bargaining, parties have limited resources to distribute and often begin with extreme positions or opening prices to negotiate towards a compromise. Hence, distributive bargaining typically starts with parties stating their opening prices.

Which of the Following Is a Difference Between Interest-Based Bargaining