Question 1

Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's resistance point.

Accepted Answer

Distributive bargaining involves negotiating over a fixed amount of resources, and knowing the other party's resistance point helps in maximizing one's own gain by pushing the settlement as close to the other party's resistance point as possible.

Question 2

Alternatives are important because they give the negotiator the power to walk away from any negotiation when the emerging deal is not very good.

Accepted Answer

Alternatives provide negotiators with options, allowing them to reject unfavorable deals and seek better opportunities elsewhere.

Question 3

The target point is the
A) point at which a negotiator would like to conclude negotiations.
B) first offer a negotiator quotes to his opponent.
C) negotiator's bottom line.
D) initial price set by the seller.

Accepted Answer

The target point is the point at which a negotiator would like to conclude negotiations, representing their ideal outcome.

Question 4

A positive bargaining zone occurs when the buyer's resistance point is above that of the seller.

Accepted Answer

A positive bargaining zone exists when the buyer's maximum willingness to pay (resistance point) is higher than the seller's minimum acceptable price, allowing for a potential agreement.

Question 5

Many people use distributive bargaining strategies and tactics almost exclusively, negotiators don't need to understand how to counter their effects.

Accepted Answer

Negotiators need to understand how to counter distributive bargaining strategies to protect their interests and achieve more favorable outcomes.

Question 6

Distributive bargaining is basically a competition over who is going to get the most of a limited resource.

Accepted Answer

Distributive bargaining involves parties competing to divide a fixed amount of resources, often resulting in a win-lose situation.

Question 7

The objective of both parties in negotiation is to obtain as little of the bargaining zone as possible for themselves.

Accepted Answer

In negotiation, both parties typically aim to maximize their share of the bargaining zone, seeking the most favorable terms possible for themselves.

Question 8

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

Accepted Answer

The resistance point is the point at which a negotiator is unwilling to go beyond or accept a worse outcome. The negotiator's ideal conclusion to negotiations is known as the target point.

Question 9

Starting points (or initial offers)
A) are not known to the other party.
B) are usually contained in the opening statements each negotiator makes.
C) are given up as concessions are made.
D) are usually learned or inferred as negotiations get under way.

Accepted Answer

Starting points or initial offers are typically included in the opening statements made by each negotiator, setting the stage for the negotiation process.

Question 10

Negotiations that begin with a negative bargaining range are likely to stalemate.

Accepted Answer

A negative bargaining range means that the minimum terms acceptable to each party do not overlap, making it difficult to reach an agreement without concessions.

Question 11

The objective of both parties in distributive bargaining is to obtain as much of what as possible?
A) Bargaining mix
B) Resistance point
C) Bargaining range
D) Target point

Accepted Answer

The answer of The objective of both parties in distributive...

Question 12

The more attractive the other party's alternatives, the more likely he or she will be to maintain a low resistance point.

Accepted Answer

A party with more attractive alternatives is likely to have a higher resistance point, as they have better options available and are less willing to settle for less favorable terms.

Question 13

Anything outside the bargaining zone will be summarily rejected by one of the negotiators.

Accepted Answer

The bargaining zone represents the range of acceptable outcomes for both parties. Anything outside this range is typically unacceptable to at least one party, leading to rejection.

Question 14

The spread between the resistance points is called the bargaining agreement.

Accepted Answer

The spread between resistance points is typically referred to as the "bargaining range" or "zone of possible agreement," not the "bargaining agreement."

Question 15

Distributive bargaining strategies are the only strategies that are effective in interdependent situations.

Accepted Answer

This statement is false. Integrative bargaining strategies, such as collaboration and problem-solving, can also be effective in interdependent situations by seeking mutually beneficial solutions.

Question 16

The resistance point is the point beyond which a person will not go and would rather break off negotiations.

Accepted Answer

The resistance point in negotiation is the threshold beyond which a party is unwilling to agree, preferring to end negotiations rather than accept a less favorable outcome.

Question 17

Each party's resistance point is openly stated at the conclusion of negotiations.

Accepted Answer

The answer of Each party's resistance point is openly stated...

Question 18

Distributive bargaining strategies:
A) are the most efficient negotiating strategies to use.
B) are useful in maintaining long term relationships.
C) can cause negotiators to ignore what the parties have in common.
D) are used in all interdependent relationships.

Accepted Answer

Distributive bargaining strategies focus on dividing a fixed amount of resources, often leading negotiators to overlook shared interests or commonalities.

Question 19

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

Accepted Answer

A negative bargaining range occurs when the seller's resistance point is above the buyer's.

Question 20

Whether or not one or both parties in a distributive bargaining situation achieve their objectives will depend upon the strategy and tactics they employ.

Accepted Answer

In distributive bargaining, the outcome is heavily influenced by the strategies and tactics used by the parties, as they aim to maximize their own gains, often at the expense of the other party.

Quiz 2: Strategy and Tactics of Distributive Bargaining