Strategy & Tactics of Distributive Bargaining

Strategy and Tactics of Distributive Bargaining

Distributive Bargaining ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],Distributive Bargaining (Cont.)

Bargaining Zone ,[object Object],[object Object],[object Object]

Positive Bargaining Zone Buyers’ target point Buyers’ reservation point Sellers’ reservation point Sellers’ target point Sellers’ bargaining range Buyers’ bargaining range POSITIVE bargaining zone

Buyers’ target point Buyers’ reservation point Sellers’ reservation point Sellers’ target point Sellers’ bargaining range Buyers’ bargaining range NEGATIVE bargaining zone Negative Bargaining Zone

Role of Alternatives to a Negotiated Agreement ,[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Role of Alternatives to a Negotiated Agreement (Cont.)

[object Object],[object Object],Fundamental Strategies

Fundamental Strategies (Cont.) ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],Keys to Strategies

The Tactical Tasks of Negotiators ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Assess Outcome Values and the Costs of Termination for the Other Part

Manage the Other Party’s Impression ,[object Object],[object Object],[object Object],[object Object]

Modify the Other Party’s Perceptions ,[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],Manipulate the Actual Costs of Delay or Termination

Manipulate the Actual Costs of Delay or Termination (Cont.) ,[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Position Taken During Negotiations

[object Object],[object Object],Position Taken During Negotiations (Cont.)

Position Taken During Negotiations (Cont.) ,[object Object],[object Object],[object Object],[object Object]

Commitments: Tactical Considerations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Commitments: Tactical Considerations (Cont.)

[object Object],[object Object],[object Object],[object Object],[object Object],Closing the Deal

Dealing with Typical Hardball Tactics ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],Typical Hardball Tactics

Typical Hardball Tactics (Cont.) ,[object Object],[object Object],[object Object],[object Object]

Strategy & Tactics of Distributive Bargaining

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