Asked by sharon gordon on Jul 11, 2024
Verified
In distributive bargaining, each party's ____________________ is often the other side's resistance point.
A) negative settlement range
B) BATNA or MLATNA
C) counter offer
D) target settlement
Distributive Bargaining
A negotiation strategy where one party's gain is the other party's loss, often focused on dividing a fixed resource or amount.
Negative Settlement Range
A situation in negotiations where the minimum offer of the seller is higher than the maximum offer of the buyer, leading to no agreement zone.
Counter Offer
A reply to an original offer in negotiations, where the responding party makes a new proposal that typically alters terms or conditions of the initial offer.
- Acquire knowledge on the strategic assessment of resistance thresholds and target settlements, along with their significance for bargaining achievements.
Verified Answer
LT
Lenny TurnerJul 17, 2024
Final Answer :
D
Explanation :
In distributive bargaining, each party's target settlement is often the other side's resistance point, as each aims to negotiate as close to their target as possible while the other party tries to resist going beyond their own limits.
Learning Objectives
- Acquire knowledge on the strategic assessment of resistance thresholds and target settlements, along with their significance for bargaining achievements.