Distributive Bargaining

Discuss two of the following statement.

  • Define and explain the purpose of the Five Distributive Bargaining Negotiation Skills.
  • Discuss the “Zone of Possible Agreement” (ZOPA) and why some experienced negotiators consider it critically important to make the opening offer.
  • Define the following terms: relational information, substantive information, equality norm, and equity norm and explain how they relate to the distributive bargaining process.
 
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