UOP MGT 557 Final Exam Guide NEW

that the parties establish more than one issue in conflict and
then agree to trade off among these issues so one party
achieves a highly preferred outcome on the first issue and the
other person achieves a highly preferred outcome on the
second issue.
no additional information about the other party than his/her
interests, and assumes that simply enlarging the resources will
solve the problem.
11
Rackham's study found that during face-to-face-bargaining,
superior negotiators:
avoided behavioral labeling.
made fewer immediate counterproposals.
asked fewer questions.
frequently used defend-attack cycles.
12.
The objective of both parties in distributive bargaining is to
obtain as much of which of the following as possible?
Target point
Bargaining mix
Bargaining range
Resistance point