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Distributive Negotiations
Distributive Negotiations
Components in negotiations
Leverage/ Power
Mixed-motive bargaining
Impasse
When parties cease to make progress towards settlement.
Tactic to encourage commitment
note the similarities between the parties and their needs
Claiming Value
Goal is to obtain as much as possible.
Hardball tactics responses
Responding with hardball tactics of your own
Discussing it
Ignoring it
Preventing it
Tactics to change the power
Increase the value of your contribution
Decrease your value of the other party's contribution
Decrease the quality of the other party's BATNA
Improve the quality of your own BATNA
Consessions
Negotiators establish opening offers with the expectation that it is unlikely that their counterpart will agree to their first offer.
Information sharing
the sharing of information is more guarded so as to protect one’s position.
Hardball tactics
God cop/Bad cop
Overwhelming the other party with information
Nibble
Bogey
Intimidation
Bluffing
Highball/lowball
Power tactics in negotiation
Imposing Sanctions
Upward Appeal
Assertivness
Exchange
Coalition Building
Ingratiation
Rationality
Objective
Achieve an efficient compromise