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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