Distributive negotiation

Mixed-motive bargaining

Must be an ongoing relationship between parties and multiple issues.

Componentes

The benefits the Negotiator brings to the table.

The counter's BATNA

Rationality (use of reason)

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)

Upward appeal(obtaining support for your support)

Imposing sanctions(using of coercive 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.

High/lowball

Bluffing