'Negative bargaining zone' diaporamas de présentation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Distributive Bargaining. Negotiation is an interpersonal decision-making process by which two or more people agree how to allocate scarce resources Two Main Types of Negotiation:

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Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Distributive Bargaining. Distributive Bargaining: Slicing the Pie also known as competitive, adversarial, or win-lose bargaining the goals of one party are usually in fundamental and direct conflict with the goals of the other party

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NEGOTIATION/ PREPARATION

NEGOTIATION/ PREPARATION. Aiming for a Negotiated Agreement: Aspiration (Target) Point Most preferred or ideal settlement Reservation Point (Bottom Line) Least favorable settlement. --Can settle or walk away to BATNA: B est Alternative T o a N egotiated A greement . PREPARATION.

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DB structure: Scenarios

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