Question: The reading about Distributive Bargaining tactics indicate that negotiators need to be sensitive to two factors when creating offers: characteristics involve the way the negotiation

The reading about Distributive Bargaining tactics indicate that negotiators need to be sensitive to two factors when creating offers: characteristics involve the way the negotiation is constructed

(

number of issues, possible options, etc...

),

while characteristics are how much the issues and options of different issues are worth to a negotiator.

value; content

distributive; integrative

substantive; relational

relational; subatantive

content; value

The reading about Distributive Bargaining tactics indicate that negotiators need to

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