What characteristics of distributive bargaining make haggling in a store effective?

The most effective bargainers in a distributive negotiation are often those who spent a lot of time preparing to negotiate.
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  • Focus on the Other Party’s BATNA and Reservation Value. …
  • Avoid Making Unilateral Concessions. …
  • Be Comfortable with Silence. …
  • Label Your Concessions. …
  • Make Contingent Concessions.

Which is a characteristic of distributive bargaining quizlet?

Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

What is a distributive bargaining?

Distributive bargaining is an adversarial type of negotiation in which it is assumed that any gain of a competitor is a loss to the other party. In game theory, that scenario is known as a zero-sum game. Distributive bargaining is a realistic approach to some situations.

What are the 6 characteristics of negotiations?

The characteristics of Negotiation Skills are among others: preparation and planning skill, knowledge of the subject matter being negotiated, ability to think clearly and rapidly under pressure and uncertainty, ability to express thoughts verbally, listening skill, judgment and general intelligence, integrity, ability …

What are the advantages of distributive bargaining?

Because both parties are less likely to do business with each other in the future. Therefore, there is no fear of spoiling relationships. Therefore, both parties negotiate to get the best deal possible. In the end, one party gets the better end of the bargain.

What are the 5 P’s of negotiation?

But Mullett proposes a more succinct, repeatable system he’s come to call the “Five P’s:” prepare, probe, possibilities, propose and partner.

What are the 7 principles of negotiation?

Here, we overview the seven elements:
  • Interests. Interests are “the fundamental drivers of negotiation,” according to Patton—our basic needs, wants, and motivations. …
  • Legitimacy. …
  • Relationships. …
  • Alternatives and BATNA. …
  • Options. …
  • Commitments. …
  • Communication.

What is distributive bargaining quizlet?

What is distributive bargaining ? a type of bargaining where the goals of one party are usually in fundamental and direct conflict with the goals of the other party.

Which of the following is an example of distributive bargaining?

Car buying is a classic example of a distributive bargaining situation. Why? When we walk into a dealership, chances are we’re going to work with somebody we’ve never met before and likely will not see again. So the relationship aspect is not important, but getting a great deal is.

What is distributive negotiation quizlet?

Distributive Negotiation. Give or take relationship on both ends of haggling. Distributive Bargaining Situations. – The goals if one party are in fundamental and direct conflict to the other party. – Resources are fixed and limited.

What is another name for distributive bargaining?

What is Distributive Bargaining? Distributive bargaining, also called “claiming value,” “zero-sum,” or “win-lose” bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money.

What is the first step in distributive bargaining?

1. Determine your walk-away value. The first step to effective distributive bargaining is determining your walk-away value, also known as reservation point. (This is best done before you begin negotiating.)

Which of the following is an example of distributive?

Here, – 1 4 Ă— { 2 3 + ( – 4 7 ) } = [ – 1 4 Ă— 2 3 ] + [ – 1 4 Ă— ( – 4 7 ) ] is the example of distributive property of multiplication over addition for rational numbers.

What is the opposite of distributive bargaining?

Distributive bargaining, according to the University of Colorado Boulder, is the approach to bargaining (or negotiation) that is used when the parties are trying to divide something up or distribute something. It contrasts with integrative bargaining in which the parties are trying to make more of something.

Where is distributive negotiation used?

Distributive negotiation is a type of negotiation in which parties bargain for shares of a fixed resource. Also known as distributive bargaining, it can be used in labor negotiations, sales, and in any problem-solving scenario where people are trying to divvy up things of value.