In a distributive bargaining situation, It is also called competitive or win-lose, bargaining. The goals of one party are usually in fundamental and direct conflict with the goals of the other party. This chapter you will learn reason of distributive bargaining, role of alternatives to a negotiated agreement, fundamental strategies, tactical tasks, position taken during negotiation, commitment, and closing the deal.
Distributive strategies and tactics is important and useful, but negotiators need to recognize that these tactics can also be counterproductive, costly and may not work but it useful when negotiators want to maximize the value obtained in a single deal, when the relationship with the other party is not important.
This chapter intended to help negotiators to understand the dynamics of distributive bargaining and theory obtain a better deal. This negotiations attempts to resolve a conflict without force, without fighting.
Finally, negotiators understanding of these strategies and tactics will help negotiators at the claiming value stage of any negotiation.
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