Negotiation tutorial distributive bargaining tactics pie. The goal in distributive bargaining is not to assure both sides win, but rather that one side wins as much as it can, which generally means that the other side will lose, or at least get less than it had wanted. These are two reasons that every negotiator should be familiar with distributive bargaining. The goal in distributive bargaining is not to assure both sides win, but rather that one side our side wins as much as it can, which generally means that the other side will lose, or at least get less than it had wanted. Read online chapter 2 strategy and tactics of distributive bargaining book pdf free download link book now.
If you continue browsing the site, you agree to the use of cookies on this website. It is a highly individualistic approach to justice that holds that the smartest and most industrious. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources. Oct 22, 2017 distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. All books are in clear copy here, and all files are secure so dont worry about it. Chapter 02 strategy and tactics of distributive bargaining. Jun 07, 2012 negotiation distributive bargaining 1. Whether or not one or both parties achieve their objectives will depend on the strategies and tactics they employ. Learn vocabulary, terms, and more with flashcards, games, and other study tools. By brad spangler june 2003 what is distributive bargaining. Any gain by one party is offset by an equal and opposite loss by the other. Negotiation strategy and tactics of distributive bargaining. Commonly used competitive and cooperative tactics are mentioned in this work, followed by economic and socialpsychological measures of negotiation behavior.
Whether or not one or both parties in a distributive bargaining situation achieve their. The 5 steps of distributive bargaining learning tree blog. Types of bargaining strategies in negotiation and conflict bargaining is a process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process. Start studying strategy and tactics of distributive bargaining. You may already intuitively know some distributive bargaining strategies and tactics. Overview of the chapters in this book chapter summary ch.
Distributive bargaining strategies pon program on negotiation at. Strategies and tactics of distributive bargaining unit 2. Strategy and tactics of distributive bargaining bad request yumpu. Do i name an outrageously low figure and spend 15 minutes in flamboyant bargaining. Distributive bargaining law and legal definition uslegal. Distributive bargaining is basically a competition over who is going to get the most of a limited resource, which is often money. Negotiation strategy and tactics of distributive bargaining what students are saying as a current student on this bumpy collegiate pathway, i stumbled upon course hero, where i can find study resources for nearly all my courses, get online help from tutors 247, and even share my old projects, papers, and lecture notes with other students. They are most closely associated with what is commonly called hardball tactics. For many instructors, the concepts of integrative and distributive bargaining are at the heart of what a negotiation course is about. The trick is to get an idea of your opponents walk away value and then try to negotiate an outcome that is closer to your own goals than theirs. Nego mcq negotiations chapter 2 distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal. Part of this strategy involves setting target points that are expected to be.
This negotiation techniques tutorial introduces the core strategies in distributive bargaining. Negotiation theory and practice food and agriculture. It is a zerosum game in that one gains only at the expense of others. Distributive negotiation connotes a negotiation technique wherein the parties try to gain maximum value for themselves, from definite resources.
Chapter 2 strategy and tactics of distributive bargaining. What are integrative, distributive, and compatible bargaining scenarios. What is distributive negotiation and five proven strategies. Integrative and distributive negotiations and negotiation. Strategic negotiations makes a significant contribution to the literature on strategic choice the explicit structuring by management and labor of business and bargaining strategies that use the economic and political environment as a framework to create bargaining power. The following pages discuss the essence of integrative negotiation, when it is appropri ate to negotiate this way, and the tactics that are used to implement it. Some tactics are ethically accepted behavior whereas other tactics are generally considered unacceptable. Distributive bargaining, also called claiming value, zerosum, or winlose bargaining, is a competitive negotiation strategy that is the parties assume that there is not enough to go around, and they cannot expand the pie, so the more one side gets, the less the other side gets. They are tactics which result in a change out come of distributive bargaining process. Distributive negotiation, though less complex than integrative negotiation, requires thorough preparation. Chapter 3 strategy and tactics of distributive bargaining. The parties may find themselves in situations where the interest or. Strategy and tactics of distributive bargaining overview the basic elements of a distributive bargaining situation, also referred to as competitive or winlose bargaining, will be discussed. Chapter 3 strategy and tactics of distributive bargaining outline with a main point presentation prepared by adrianne howze obe 155 chapter outline distributive bargaining process fundamental strategies tactical task positions taken during negotiation commitment closing the deal hardball tactics hardball tactics outline what are hardball tactics.
Expanding the pie allows both parties to create value and sat isfy their needs. This site is like a library, you could find million book here by using search box in the header. Integrative, distributive, and compatible bargaining. Difference between distributive negotiation and integrative. Distributive bargaining key words why shall we study these strategies and techniques.
Strategy and tactics of distributive bargaining1 free download as powerpoint presentation. Start studying strategies and tactics of distributive bargaining unit 2. Distributive bargaining strategies culture at work. When engaged in distributive bargaining ones tactics are a focus on trying to get ones opponent to agree to ones specific target point or to get as close to it as possible. Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or deceptive. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. By assessing our batna, reservation point, and other key measures, we can arrive at a better sense of how high we can aimand when its time to walk away. The reason of distributive bargaining goals of one party are in fundamental and direct conflict with the goals of the other party resources are fixed and limited both parties want to maximize their share one important strategy is guarding information carefully strategy and tactics of distributive bargaining.
The interdependence of parties is often affected by the nature of the differing interests or objectives. Strategy and tactics of distributive bargaining distributive bargaining is sometimes called competitive, or winlose, bargaining. Distribution of a certain limited good is the purpose of distributive justice, bargaining or negotiation. Jul 03, 2017 this negotiation techniques tutorial introduces the core strategies in distributive bargaining. The distributive bargaining strategies identified in korobkin and dohertys study should be effective in any twoparty negotiation. Negotiation tutorial distributive bargaining tactics.
A distributive bargaining situation is one in which parties are negotiating to obtain rewards from some limited pool. Moving from distributive to integrative negotiations coty. Oster authored the book, the complete guide to preserving meat, fish and. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. Distributive negotiation is the process of dividing up the pie of value in negotiation. Chapter 02 strategy and tactics of distributive bargaining answer key fill in the blank questions 1. Distributive bargaining strategies and tactics are. Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. For example, in their book getting to yes, fisher, ury, and patton argue that. Chapter2 strategy and tactics of distributive bargaining. Typical hardball tactics good guybad guy highballlowball bogey nibble chicken intimidation snow job aggressive behavior good guybad guy named after police interrogation technique. Anything not going to a will go to b, and vice versa. Moving from distributive to integrative negotiations coty c.
This is another way to describe a distributive scenario. Strategy and tactics of distributive bargaining fill in the blank questions 1. View notes negotiation strategy and tactics of distributive bargaining from sxx 123 at chapman university. The distributive bargaining situation to describe how the distributive bargaining process works, we return to our opening example of jacksons condo purchase. Describe how the distributive bargaining process works and learn the fundamental strategies of distributive bargaining. Learning objectives the main purpose of this chapter is to provide an overview of distributive. Our checklist of effective distributive bargaining strategies can help ensure that you claim as much value as possible in your next important. Fundamental distributive bargaining strategies are used by negotiators when both sides. Information is the key to gaining a strategic advantage in a distributive negotiation. Strategy and tactics of distributive bargaining scribd.
Many others are repelled by this type of bargaining and would rather walk away than negotiate in this manner. Distributive bargaining and integrative bargaining are not mutually exclusive negotiation strategies. May 18, 2016 kami adalah sekumpulan mahasiswi jurusan komunikasi di universitas katolik atma jaya. These negotiation types distributive and integrativeare closely related to the negotiation behavior of the involved parties. Strategy and tactics of distributive bargaining bargaining.
Kami adalah sekumpulan mahasiswi jurusan komunikasi di universitas katolik atma jaya. Whether or not parties achieve their goals in distributive bargaining depends on the strategies and tactics they use. The tactics used in distributive bargaining are therefore intended to help those who use them. You should do your best to guard your information carefully and also try to get information out of your opponent.
Strategy and tactics of distributive bargaining free download as powerpoint presentation. A pie is a limited resource and if one person gets more, the other person gets less. In fact, a study by honeyman and schneider in 2004 discovered six subjects that seemed to be part of the interdisciplinary canon of negotiation, 9. The parties may find themselves in situations where the interest or objective of both parties is the same and is finite. Sep 16, 2017 key differences between distributive negotiation and integrative negotiation. When negotiators resort to hardbargaining tactics, they convey that they view negotiation as a winlose enterprise. For novice negotiators, the winner takes all mentality of distributive negotiating may seem the only way to go, and indeed, if thats the only technique one. Distributive negotiation becomes competitive, focuses on positions held, uses power and sometimes threats to persuade the opponent to surrender their position. In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party.
The authors intentionally build upon previous work in a behavioral theory of labor negotiations, but this book also is a. Distributive and integrative styles of negotiation refer to two different ways negotiators approach the bargaining table. Every negotiation situation has the potential to require distributive bargaining skills. Four important tactical tasks for a negotiator in a distributive bargaining situation. In fact, a study by honeyman and schneider in 2004 discovered six subjects that seemed to. There are two types of bargaining that can be used by individuals daily in an organizational environment. Bargaining tactics1 for distributive, integrative and mixed motive strategies classic distributive classic integrative maintain an inscrutable or hostile be as professional and as pleasant as demeanor. The following pages discuss the essence of integrative negotiation, when it is appropri ate to negotiate this way, and the tactics that are used to. A small percentage of business negotiations that concern only one issue, such as price, can indeed be viewed as winlose negotiations, or distributive negotiations. Bargaining is a joint process of finding a mutually acceptable solution to a complex conflict. Jun 30, 2014 these negotiation types distributive and integrativeare closely related to the negotiation behavior of the involved parties. Distributive bargaining tactics rarely assume the pie will divided in half. Distributive negotiation can be thought of as hagglingthe backandforth exchange of offers, typically price offers, which the late harvard professor howard raiffa referred to as the negotiation dance.
Strategies and tactics for distributive bargaining scribd. Berikut ini adalah video tentang negosiasi distributif oleh kelompok kami untuk uas keterangan presentasi dan. For many, the strategies and tactics of distributive bargaining are what negotiation is all about. Start studying chapter2 strategy and tactics of distributive bargaining. Key differences between distributive negotiation and integrative negotiation. Hardball tactics are measures used in a negotiation to set a competitive tone. The difference between distributive and integrative negotiation are explained hereunder. Metaphorically, sharing a pie is commonly used to describe distributive bargaining. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. Central to planning the strategy and tactics for distributive bargaining is locating the. Resources are fixed and limited, and both parties want to maximize their share. If a distributive bargaining strategy is pursued, the negotiators believe there are a limited amount of resources available. Oct 02, 2017 what are integrative, distributive, and compatible bargaining scenarios. Common distributive bargaining situations include negotiating for the purchase of a home or car, formulating union contract agreements, and asking your boss for a pay raise.