Impasse
When parties make progress toward settlement
Concessions
Offer a signal to the other party
Tactics to change power.
Improve your BATNA
Decrease the party's BATNA
Decrease the value of the other party's contributions
Increase the value of your contributions
Distributive Negotiation.
Claming Value
Goal is to obtain as much as possible
Hardball tactics
Responses
Discussing it
Responding it
Ignoring it
Preventing it
Bogey
Nibble
Good cop/ Bad cop
Intimidation
Bluffing
Highball/Low ball
Power tactics
Imposing sanctions
Uses of coercive power
Upward appeal
Support of higher positions
Assertiveness
Direct and forceful approach
Exchange
Offer what the other wants
Coalition building
Alliances
Ingratiation
Being friendly
Rationality
Facts and data
Leverage/power
There are 2 components
The better your BATNA
The higher the value of what you can offer
Mixed motive bargaining
must be
Multiple issues
Ongoing relationship
Distributve components
Objective
Competitive strategies
Depends
Situation
Parties
Adversarial relationship
Zero sum game.
Focus on the distribution of outcomes
