Describe the Strategies and Tactics a Negotiator Would Employ in a Distributive

question 26

Essay

Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.

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Definitions:

Catastrophic Expectations

The tendency to exaggerate the potential consequences of an event, often leading to significant anxiety or avoidance behaviors.

Organismic Needs

Organismic Needs refer to the basic physical and psychological needs of an organism, essential for growth and development, as proposed in various psychological theories.

Pseudosocial Self

A fabricated version of oneself projected to others, often to meet societal expectations or gain acceptance, which can lead to internal conflict and a sense of inauthenticity.

Impasse

A situation or point in a process where progress is impossible or obstructed, often requiring an alternative approach or solution.