In a distributive negotiation,the other party may be less likely to disclose information about their limits and alternatives.

Question

Quizplus · Accepted Answer

In a distributive negotiation, the goal is to essentially divide a limited resource (such as money or goods) between two parties. As a result, withholding information about one's limits and alternatives can be seen as a negotiation tactic to try and secure a better deal for oneself. Therefore, in a distributive negotiation, the other party may be less likely to disclose information about their limits and alternatives.

In a Distributive Negotiation,the Other Party May Be Less Likely