Final answer:
It is false that the most significant issues should be tackled first in a distributive negotiation. Instead, beginning with less essential matters can provide insight into your partner's approach and build up to resolving more pivotal points, especially in distributive or political negotiations.
Step-by-step explanation:
The statement that you should tackle the most important issues first in a negotiation where your partner is likely to be distributive is, in fact, false. Distributive negotiation, also known as positional or win-lose bargaining, is a negotiation strategy in which one party gains only if the other party loses something. It is more prudent to start with less significant issues to understand the negotiation patterns of your partner and then work your way up to more critical issues. This way, you create room for adjustment and avoid deadlock on essential matters early on.
When approaching a distributive negotiation, it is also essential to identify your priorities and to have a clear understanding of your 'walk-away' point. Moreover, when facing a negotiation partner with opposite and firm goals, like in some political negotiations, finding common ground on peripheral issues first might lead to a more effective dialogue on the crucial points later.
In summary, while each negotiation is unique and strategies may vary, a more cautious and flexible approach is advisable over tackling the significant issues first in a distributive negotiation context.