Distributive bargaining, Distributive Bargaining

Distributive bargaining

Reference no: EM13808990

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.

Reference no: EM13808990

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