Kategorier: Alle - contribution - negotiation - tactics - power

av Fatima Fernanda Ibarra 4 år siden

231

Organigrama

The text outlines various strategies and tactics used in distributive negotiation to alter power dynamics between negotiating parties. It emphasizes the importance of improving one'

Organigrama

Distributive negotiation

Hardball Tactics

Bluffing
High/lowball

Tacticts to change Power

Improve your BATNA.
Decrease the other party's BATNA.

Decrease the value of the other party's contribution.

Increase the value of your contribution.

Power Tactics

Rationality (use of reason)
Upward appeal(obtaining support for your support)

Imposing sanctions(using of coercive power)

Ingratiation (being friendly)

Coalition building(obtain support and form an alliance)

Exchange (offer something the other party wants)

Assertiveness(using a direct approach to attack the other party's position)

Leverage/Power

Componentes
The counter's BATNA
The benefits the Negotiator brings to the table.

Mixed-motive bargaining

Must be an ongoing relationship between parties and multiple issues.