BUAD 304 Midterm Prep > Negotiation > Flashcards

Negotiation Flashcards

(4 cards)

Study These Flashcards
1
Q

Distributive/Position Based Negotiation

A

Single issue; win-lose; fixed pie to be divided

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Integrative/Interest Based Negotiation

A

Multiple issues; win-win; expand pie for everyone

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

ZOPA

A

Distributive bargaining: Zone of possible agreement (how high the buyers would go and how low the seller would go)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

BATNA

A

Distributive bargaining: Best alternative to a negotiated agreement (the willingness to go out of the zone they want)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
BUAD 304 Midterm Prep
flashcards
Decks in class (8)
# Cards
Brainscape helps you reach your goals faster, through stronger study habits.
© 2026 Bold Learning Solutions. Terms and Conditions