Goals of one party are in fundamental
and direct conflict with the goals of
the other party
Resources are fixed and limited
The reason of distributive
bargaining
one important strategy is
guarding information carefully
Both parties want to maximize their share
Set a starting point
Set a targeting point
Preparation
Set a resistance point
If alternatives are attractive,
negotiators can set their goals higher
and make fewer concessions.
If alternatives are no attractive,
negotiators have much less bargaining
power.
Important
The role of alternatives to a negotiated agreement
Provide alternatives
Settlement point
Assume the close
Bargaining mix
The distributive bargaining situation
Push for settlement
near opponent’s
resistance point
Get the other party to change their resistance point
If settlement range is negative, either:
--Get the other side to change their resistance
point
--Modify your own resistance point
Split the difference
Closing the deal
Exploding offers
Sweeteners
To maximize the value of the
current deal
Ignore them
Fundamental strategies
Hard on the problem,soft on the people
Dealing with typical hardball tactics
Convince the other party that the settlement is the best possible
Discovering the other party's
resistance point
Discuss them
Respond in kind
Co-opt the other party
Three important points
Good cop/bad cop
Lowball/highball
Influencing the other party's resistance point
Bogey
Two ways
Strategy and
Tactics of
Distributive
Bargaining
Indirect assessment
Direct assessment
Screening activities
Direct actions to alter impressions
The nibble
Hardball tactics
Has weakness
Typical hardball tactics
Chicken
Assess the other party's target,
resistance point and cost of
terminating negotiations.
Intimidation
Manage the other party's impressions
Guilt
Aggressive behavior
Two approaches
Modify the other party's perceptions
Increase
the
appearance
of
legitimacy
Three alternative responses
Tactical tasks
Snow job
Disruptive action
Alliance with outsiders
Manipulate the actual costs of delay or termination
Schedule manipulation
DB skills applicable to
integrative negotiations
Exaggerated opening offers are better
Opening offer
Consistent
Set a clear target and resistance points
Opening stance
Understand and work to improve their BATNA
Negotiators need to
Adopt a flexible position
Summary
Initial concessions
Be central to negotiation
Role of concessions
Manage the commitment process
Positions taken during
negotiation
Depend on where it occurs in
the negotiating process
Pattern of concession making
Has to be large enough to be
dramatic yet not too large
Find offers
Tactical considerations in using
commitments
Public pronouncement
Linking with a outside base
Increasing the prominence of demands
Establishing a commitment
Reinforcing the threat or promise
Two ways
Preventing the other party from
committing prematurely
Plan a way out
Let it die silently
Restate the commitment
Finding ways to abandon a committed position
Minimize the damage
Strategy and Tactics of Distributive Bargaining.mmap - 2014/3/17 - Caodaping
Start with good opening offer
Make appropriate concessions
Commitment