Distributive Bargaining Strategies

question 70

Multiple Choice

Distributive bargaining strategies

• A) are the most efficient negotiating strategies to use.
• B) are used in all interdependent relationships.
• C) are useful in maintaining long term relationships.
• D) can cause negotiators to ignore what the parties have in common.
• E) None of the above describes distributive bargaining strategies.

---

Definitions:

Role Ambiguity

Occurs when someone is uncertain about what is expected of him or her.

Accommodation

A strategy of conflict resolution where one party gives in to the demands or viewpoints of the other, often to maintain harmony.

Horizontal Conflict

Describes disagreements or disputes between individuals or groups at the same level in an organizational hierarchy or structure.

Manifest Conflict

A disagreement or clash that is openly expressed and observable by others.