They are most closely associated with what is commonly called hardball tactics. Overview the basic elements of a distributive bargaining situation, also referred to as competitive or winlose bargaining, will be discussed. Chapter 2 strategy and tactics of distributive bargaining db. A mixeddistributive strategy is one dominated by distributive tactics but is diluted with integrative moves.
Distributive bargaining, also called claiming value, zerosum, or winlose bargaining, is a competitive negotiation strategy that is used to. Download chapter 3 strategy and tactics of distributive ppt for free. You may already intuitively know some distributive bargaining strategies and tactics. Distributive bargaining, perhaps the most common form of bargaining, takes place when labour and management are in disagreement over the issues in the. Oct 22, 2017 distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party.
Displaying powerpoint presentation on chapter 3 strategy and tactics of distributive available to view or download. Youll also need to understand related concepts, like zero sum games in. Chapter2 strategy and tactics of distributive bargaining. Distributive bargaining is defined as negotiations that seek to. This paper develops and tests an analytical framework for analyzing the selection of tactics in bargaining.
Outline with a main point presentation prepared by adrianne howze obe 155. The four bargaining strategies needed for resolving industrial dispute are as follows. Strategy and tactics of distributive bargaining bargaining. Bargaining is a process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process. Oct 18, 2012 this tutorial is a single movie from the first chapter of the negotiation fundamentals course by lisa gates. En02 en chapter2 strategy and tactics of distributive. Negotiation is described as the twoway communication through which one can get what heshe want from others. The general idea is to determine a specific plan for the allocation of benefits or resources between the two parties, when the two parties are not in harmony on how to arrange the distribution. Winlose, competitive, or distributive nature strategies emphasize how to increase ones share of the fixed pie slideshow 8955 by jana.
To view this presentation, youll need to allow flash. Strategy and tactics of distributive bargaining chapter 3. One important thing to consider is your walk away value. Ppt chapter 3 strategy and tactics of distributive bargaining.
If you continue browsing the site, you agree to the use of cookies on this website. The designations employed and the presentation of the material in this. 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. Negotiation tutorial distributive bargaining tactics pie slicing strategies. Generally, an ebook can be downloaded in five minutes or less. Many others are repelled by this type of bargaining and would rather walk away than negotiate in this manner. Readings negotiation and conflict management sloan school. Distributive and integrative styles of negotiation refer to two different ways negotiators approach the bargaining table. Resources are fixed and limited, and both parties want to maximize their share. Strategies and tactics of distributive bargaining ppt. Chapter 2 strategy and tactics of distributive bargaining download full solutions manual negotiation 7 th at. These are two reasons that every negotiator should be familiar with distributive bargaining.
If you have read the book before, this edition has been revised, so please read it again. Negotiating strategy and tactics of gy distributive bargai. Distributive negotiation becomes competitive, focuses on positions held, uses power and sometimes threats to persuade the opponent to surrender their position. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. Distributive bargaining key words why shall we study these strategies and techniques. Negotiation theory and practice food and agriculture. Among business strategy and marketing insights, the course delivers repeatable tactics and bargaining strategies.
Distributive bargaining is a type of strategy that is sometimes used in business negotiations, including labor negotiations. Strategy and tactics of distributive bargaining distributive bargaining is sometimes called competitive, or winlose, bargaining. In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party. Negotiation powerpoint presentation content slides include topics such as.
Solution manual for negotiation 7th edition chapter 2. Strategies and tactics of distributive bargaining ppt 3064732 1. Strategies and tactics of distributive bargaining unit 2. Strategy and tactics of distributive bargaining the distributive bargaining situationtarget point. Ppt strategy and tactics of distributive bargaining. For many, the strategies and tactics of distributive bargaining are what negotiation is all about. Chapter 2 strategy and tactics of distributive bargaining. 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. Lets now look at some distributive bargaining tactics and apply them to car buying. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources.
Chapter 2 strategy and tactics of distributive bargaining the titles the distributive bargaining situation. If you have time, read as much of essentials of negotiation as you can at least read chapters 1, 2, 3 and 4 which introduce the book. The distributive bargaining strategies identified in korobkin and dohertys study should be effective in any twoparty negotiation. Chapter 02 strategy and tactics of distributive bargaining answer key fill in the blank questions 1. As a member, youll also get unlimited access to over 79,000 lessons in math, english, science, history, and more. Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. Among business strategy and marketing insights, the course delivers. Start studying strategies and tactics of distributive bargaining unit 2. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Strategy and tactics of distributive bargaining powerpoint. A free powerpoint ppt presentation displayed as a flash slide show on id. Ppt strategy and tactics of integrative negotiation powerpoint.
Tactics are more effective on you if you are unprepared, stressed, under severe deadlines, inexperienced, fatigued, or disinterested. Hardball tactics are measures used in a negotiation to set a competitive tone. Chapter 02 strategy and tactics of distributive bargaining. Distributive bargaining bargaining negotiation free. Chapter 3 strategy and tactics of distributive bargaining. Strategy and tactics of distributive bargaining ppt. 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. Strategy and tactics of distributive bargaining fill in the blank questions 1. Chapter%203%20strategy%20and%20tactics%20of%20distributive%20bargaining powerpoint ppt presentation. The questions on this multiplechoice quiz and worksheet will ask you to explain integrative and distributive bargaining. Moving from distributive to integrative negotiations coty c. The distributive bargaining situation to describe how the distributive bargaining process works, we return to our opening example of jacksons condo purchase. Using a variant of powerdependence theory, the authors propose that bargainers will use different dimensions of dependence, such as the availability of alternative outcomes from other sources. Whether or not one or both parties in a distributive bargaining situation achieve their.
Jul 03, 2017 negotiation tutorial distributive bargaining tactics pie slicing strategies. Mar 30, 2020 distributive bargaining is a type of strategy that is sometimes used in business negotiations, including labor negotiations. Winlose, competitive, or distributive nature strategies emphasize how to increase ones share of the fixed pie. 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.
Integrative and distributive bargaining why study distributive bargaining. Displaying powerpoint presentation on chapter 3 strategy and tactics of distributive bargaining available to view or download. Expand the value or resources available to all participants. Plus, get practice tests, quizzes, and personalized coaching to help you succeed. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. Negotiation tutorial distributive bargaining tactics pie. Chapter 3 be sure you have read it discussed the nature of distributive bargaining. The 5 steps of distributive bargaining learning tree blog.
Negotiation tutorial distributive bargaining tactics. Chapter two strategy and tactics of distributive bargaining the distributive bargaining situation goals of one party are in fundamental,direct conflict to another party resources are fixed and limited maximizing ones own share of resources is the goal the distributive bargaining situation preparationset a target point, aspiration point walkaway, resistance point asking price, initial. Start studying chapter2 strategy and tactics of distributive bargaining. Jul 19, 2015 18dos and donts of negotiation tactics 22 do not fall into the trap of thinking that splitting the difference is the fair thing to do. 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. The two common types of negotiation are distributive negotiation and integrative negotiation. Strategy and tactics of distributive bargaining presentation transcript.
Basic elements of a distributive bargaining db situation. The complete course is 30 minutes long and demonstrates the skills empowered. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. 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. Download chapter 3 strategy and tactics of distributive bargaining ppt for free.
In todays class we are concerned with ethics, and with classic, zerosum negotiating problems the gain of one is the loss of the other. Every negotiation situation has the potential to require distributive bargaining skills. Readings negotiation and conflict management sloan. Distributive bargaining, also called claiming value, zerosum, or winlose bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money. Some interdependent situations you face are distributive and to do well you. Strategy and tactics of integrative negotiation powerpoint ppt presentation.