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Unit 9: Distributive Bargaining
Notes
Figure 9.1: Negotiation Settlement
(Applied to the Chapter Case, “Buying a Work of Art”
Self Assessment
Multiple choice Questions:
12. Distributive bargaining is a negotiation method in which two parties strive to ......................
each party trying to avoid ..............................
(a) Bargain collectively; reach a settlement
(b) Divide a fixed pool of resources; maximize its share
(c) Increase a fixed pool of resources; share the pool equally
(d) Increase a fixed pool of resources; minimize its share
13. Distributive bargaining is also commonly described as all of the following, except;
(a) Zero-sum (b) Win-lose
(c) Hard Bargaining (d) Lose-lose
14. A negotiator who responds to a counteroffer with one of equal value is utilizing the;
(a) Equality norm (b) Need norm
(c) Equity norm (d) Reciprocity norm
LOVELY PROFESSIONAL UNIVERSITY 203
