Good distributive bargainers will
A) begin negotiations with the other party with an opening offer close to their own resistance point.
B) ensure that there is enough room in the bargaining range to make some concessions.
C) accept an offer that is presented as a fait accompli.
D) immediately identify the other party's target point.
E) all of the answers are correct

Question

Quizplus · Accepted Answer

Good distributive bargainers will ensure that there is enough room in the bargaining range to make some concessions. This allows them to still achieve their goals while also meeting the other party somewhere in the middle. Beginning negotiations with an opening offer close to their own resistance point (A) may limit their ability to make concessions and reach a mutually beneficial agreement. Accepting an offer as a fait accompli (C) means giving in without any negotiation, which is not a good strategy for distributive bargaining. Identifying the other party's target point (D) is important in integrative bargaining, but less relevant in distributive bargaining. Therefore, B is the best choice.

Good Distributive Bargainers Will