Which type of bargaining is characterized by three distinct components: the initial point, the target point, and the resistance point?
A)concessionary
B)productivity
C)mutual gains
D)integrative
E)distributive

Question

Quizplus · Accepted Answer

The type of bargaining characterized by three distinct components: the initial point, the target point, and the resistance point is distributive bargaining. In distributive bargaining, the parties are focused on dividing a fixed amount of resources or value, and the goal is to claim as much of the value for oneself as possible, while conceding as little as possible to the other party. The initial point represents the starting position of each party, the target point represents the ideal final outcome each party would like to achieve, and the resistance point represents the point of no agreement, beyond which each party is willing to walk away from the negotiation. Overall, distributive bargaining is a zero-sum game, where one party's gain is the other party's loss.

Which Type of Bargaining Is Characterized by Three Distinct Components