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