For many, the strategies and tactics of distributive bargaining are what negotiation is all about. Negotiation is described as the twoway communication through which one can get what heshe want from others. The strict distributive strategy for a bargaining coalition. Distributive bargaining tactics rarely assume the pie will be divided in half. Describe how the distributive bargaining process works and learn the fundamental strategies of distributive bargaining. Distributive bargaining by chris honeyman updated april 20 definition. Caneel joyce executive summer school 2 agenda preparing to negotiate new recruit exercise slicing the pie distributive winlose expanding the pie integrative winwin principled negotiation appendix. 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 party uses, the other will be forced to use it, as well. The implementation of the negotiation process is dependent on many factors and its chosen design may lead to different outcomes. It is a zerosum game in that one gains only at the expense of others. View notes negotiation strategy and tactics of distributive bargaining from sxx 123 at chapman university. Distributive bargaining is the most basic form of negotiation, in which the interests or intent of each party are irrelevant, there is no way to. Metaphorically, sharing a pie is commonly used to describe distributive bargaining. You may already intuitively know some distributive bargaining strategies and tactics.
Four important tactical tasks for a negotiator in a distributive bargaining situation. Some negotiators seem to believe that hard bargaining tactics are the key to success. Should i make a modest offer so that the other party isnt offended. Do i name an outrageously low figure and spend 15 minutes in flamboyant bargaining. Integrative and distributive negotiations and negotiation. In fact, negotiators who fall back on hard bargaining strategies in negotiation are typically betraying a lack of understanding about the gains. Strategy and tactics of distributive bargaining1 bargaining. Distributive bargaining is bargaining in which whatever one party stands to gain, the other must give up. Strategies and tactics of distributive bargaining unit 2. The negotiation features and characteristics shape the negotiation process.
They resort to threats, extreme demands, and even unethical behavior to try to get the upper hand in a negotiation. Chapter 02 strategy and tactics of distributive bargaining answer key fill in the blank questions 1. The choice of bargaining strategies in the european union. There maybe disputes between and amongst families, friends, individuals, groups, firms, communities, and nations. If a distributive bargaining strategy is pursued, the negotiators believe there are a limited amount of resources. Moving from distributive to integrative negotiations coty c. Chapter 2 strategy and tactics of distributive bargaining.
Often these approaches to negotiation are framed as incompatible. Distributive bargaining key words why shall we study these strategies and techniques. Strategy and tactics of distributive bargaining1 free download as powerpoint presentation. Negotiation tutorial distributive bargaining tactics pie. 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. The parties then bargain from their separate opening positions to agree on one position. Strategies will vary between integrative and distributive bargaining. Distributive bargaining plays a role in integrative bargaining, because ultimately the pie has to be split up. Distributive bargaining is basically a competition over who is going to get the most of a limited resource, which is often money. The distributive bargaining situation to describe how the distributive bargaining process works, we return to our opening example of jacksons condo purchase.
Chapter2 strategy and tactics of distributive bargaining. Strategies that would be more likely to be used in winwin bargaining will focus on leveraging mutual trust. A mixeddistributive strategy is one dominated by distributive tactics but is diluted with integrative moves. If a distributive bargaining strategy is pursued, the negotiators believe there are a limited amount of resources available for the taking and if one side wins, the other side loses. Strategy and tactics of integrative negotiation is the property of its rightful owner. If so, share your ppt presentation slides online with. Jul 03, 2017 this negotiation techniques tutorial introduces the core strategies in distributive bargaining. Pdf chapter 2 strategy and tactics of distributive. Describe the varied tactical approaches used in distributive situations, and 4. Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or. Explain the importance of goals and targets, reservation points, and alternatives, 3.
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. Distributive bargaining is defined as negotiations that seek to. Start studying strategies and tactics of distributive bargaining unit 2. Bargaining is a joint process of finding a mutually acceptable solution to a complex conflict.
Whether or not one or both parties achieve their objectives will depend on the strategies and tactics they employ. It is a highly individualistic approach to justice that holds that the smartest and most industrious get the rewards, while the less diligent deserve their poverty. Many others are repelled by this type of bargaining and would rather walk away than negotiate in this manner. Doc strategy and tactics of distributive bargaining. Distribution of a certain limited good is the purpose of distributive justice, bargaining or negotiation. Start studying chapter2 strategy and tactics of distributive bargaining. Recognize and defend yourself from hardball tactics used by others. Chapter 3 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. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. By assessing our batna, reservation point, and other key measures, we can arrive at a better sense of how high we. Fisher, ury, and patton, authors of the negotiation bestseller getting to yes say that integrative bargaining is superior to distributive bargaining in most, if not all, circumstanceseven in. A common mixture is sequentialbeginning with the distributive and adding some integrative near the end.
Moving from distributive to integrative negotiations definitions to more clearly understand the meaning of distributive and integrative negotiations we will look at some definitions. The negotiations on the eus financial perspective, 200720 andreas dur and gemma mateo1 abstract we argue that in intergovernmental negotiations in the european union, large member states, countries with a good alternative to negotiated agreement, and. Negotiation strategy and tactics of distributive bargaining. The country characteristics that we consider are a countrys power resources, preferences, and culture. Establish racial or religious preferences for employees automatically deduct union dues conflict with federal or state transparency laws include a method of compensation that does not comply with rsc section 1250. Every negotiation situation has the potential to require distributive bargaining skills.
Bargaining and negotiation bargaining and negotiation skills are important skills for success in your personal and professional life, since there is no shortage of disputes. In distributive bargaining, the conflict is due to the fact that the goals of one party are against. Distributive negotiation, though less complex than integrative negotiation, requires thorough preparation. Haggling over a price is a typical example of positional bargaining. Strategy and tactics of distributive bargaining fill in the blank questions 1. Moving from distributive to integrative negotiations coty. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. There are two types of bargaining that can be used by individuals daily in an organizational environment. Using the terms integrative and distributive bargaining in the classroom.
Learn vocabulary, terms, and more with flashcards, games, and other study tools. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. Resources are fixed and limited, and both parties want to maximize their share. It is a process in which two parties seek to resolve their conflicts, by modifying their demands, to reach a mutually acceptable solution. Power, preferences, and culture abstract we introduce a series of arguments that explain how country characteristics influence the choice of bargaining strategies. They are tactics which result in a change out come of distributive bargaining process. Jun 30, 2014 negotiations are essential part of many business relations. Sep 16, 2017 negotiation is described as the twoway communication through which one can get what heshe want from others. Should i submit a cautious and reasonable proposal in writing, then stick to that proposal. 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. In distributive bargaining each part opens with their position on an issue. The negotiation outcome depends on the negotiation skills of the involved parties, the available. 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.
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. 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. In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party. Learning objectives the main purpose of this chapter is to provide an overview of distributive. Ppt strategy and tactics of integrative negotiation. 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. Some tactics are ethically accepted behavior whereas other tactics are generally considered unacceptable. They may include orchestrating the issues major issues first. The two common types of negotiation are distributive negotiation and integrative negotiation. Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or deceptive. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources.
Chapter 02 strategy and tactics of distributive bargaining. This negotiation techniques tutorial introduces the core strategies in distributive bargaining. If you continue browsing the site, you agree to the use of cookies on this website. They are tactics which work on poorly prepared negotiators. Jul 01, 2011 distributive and integrative bargaining dr. 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. Difference between distributive negotiation and integrative.
These are two reasons that every negotiator should be familiar with distributive bargaining. Distributive and integrative styles of negotiation refer to two different ways negotiators approach the bargaining table. Negotiations are essential part of many business relations. Negotiation tutorial distributive bargaining tactics. Bargaining is a process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process. A pie is a limited resource and if one person gets more, the other person gets less. The distributive bargaining strategies identified in korobkin and dohertys study should be effective in any twoparty negotiation. Integrative bargaining is a good way to make the pie joint value as large as it possibly can be, but ultimately the parties must distribute the value that was created through negotiation. The 5 steps of distributive bargaining learning tree blog.