In distributive bargaining,each party's ____________________ is often the other side's resistance point.
A)negative settlement range
B)BATNA
C)counter offer
D)target settlement

Question

Quizplus · Accepted Answer

In distributive bargaining, each party has a target settlement, which is the ideal outcome they hope to achieve. This target settlement is often the other party's resistance point, meaning it's the lowest point they are willing to go in the negotiation. Therefore, D is the correct answer. A is incorrect because the negative settlement range is the range in which an agreement is worse than no agreement. B is incorrect because BATNA (Best Alternative to a Negotiated Agreement) is the alternative solution a party has if negotiations fail, and it's not necessarily related to the other party's resistance point. C is incorrect because a counteroffer is a response to the original offer made by the other party and does not necessarily represent their resistance point.

In Distributive Bargaining,each Party's ____________________ Is Often the Other Side's