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