Exists where there are areas of mutual concern and

10. ________________ exists where there are areas of mutual concern and
complementary interests. The situation is a varying-sum schedule such that, by working
together, both parties can increase the total profits available to be divided between
them.
A. Integrative bargaining
B. Routine bargaining
C. Distributive bargaining
D. Net-sum bargaining
E. Net-zero bargaining
11. The word ___________ is derived from Latin and in civil law means “trading on
deliberations leading to an agreement.”
12. The ____________ needs to determine how he/she, as a decision maker, ought to
behave in light of his/her analysis of how his/her opponent might behave.
13. All of the following, with one exception, are the minimum necessary variables for a
model of the overall bargaining process (which) include both the decision maker’s and
the opponent’s ______________. Which one is the exception?

14. Economists, on the other hand, have seen ____________ bargaining as a problem that
only involves two parties dividing fixed resources with no opportunity for any outside
influence of third parties.
A. net-sum
B. zero-sum
C. distributive
D. routine
E. standard
15. The findings by psychologists can be categorized under six areas, each representing a
major factor assumed to affect bargaining. Listed below are five of the six areas.
However, one is incorrect. Which one?
16. Individual differences in bargaining predispositions may affect bargaining behavior. This
is referred to as ________________.
17. Payoffs result from various aspects of the negotiated agreement. For example, certain
terms may yield a specific amount of profit, or there may be a bonus for attaining a
specified agreement, or the time spent in bargaining may involve certain costs. This is
referring to __________.
18. One of the factors refers to the social relationship existing between the bargainers.
Examples are degree of friendship or differences in status or power. Which of the

following factors is this referring to?
A. General bargaining predispositions
B. Social relationship with significant others
C. Social relationship with the opponent
D. Payoff system
E. Situational factors