2ng3

What is a mutual gains negotiation?

A win-win solution

Which of the following is NOT a reason people negotiate?

To avoid agreements

What is distributive bargaining?

A zero-sum negotiation

What is the main difference between distributive and integrative bargaining?

One is competitive, the other is collaborative

What is the best way to create value in negotiation?

Trade off interests

When two parties are interdependent in a negotiation, they:

Share a common interest

A negotiator seeking mutual gains should focus on:

Interest-based problem solving

What does a resistance point in negotiation refer to?

The point where a negotiator walks away

What does BATNA stand for?

Best Alternative to a Negotiated Agreement

If a company wants to maintain long-term relationships, it should use:

Integrative bargaining

What does a Pareto-efficient negotiation outcome mean?

Neither party can be made better off without harming the other

What is a hardball tactic in negotiation?

Extreme offers

If a negotiator makes a lowball/highball offer, what is the best response?

Ignore and re-anchor

When should you use distributive bargaining?

When resources are limited

What is the best way to break a deadlock?

Change the negotiation dynamics

What should an ethical negotiator do?

Maintain credibility and fairness

What is the opposite of integrative bargaining?

Distributive bargaining

How can a negotiator create more value?

By trading off interests

What kind of approach is hardball tactics?

It involves extreme offers.

What is the importance of interest-based problem solving?

It focuses on mutual gains.

Distributive bargaining is best used in which scenario?

When resources are limited.