The negotiations on the eus financial perspective, 2007 article pdf available in jcms journal of common market studies 483. It is a process in which two parties seek to resolve their conflicts, by modifying their demands, to reach a mutually acceptable solution. While the fourth step o the integrative negotiation process, the evaluation and selection of alternatives involve clouming value. Negotiation tutorial distributive bargaining tactics. Every negotiation situation has the potential to require distributive bargaining skills. The terms integrative bargaining and distributive bargaining have been. The distributive bargaining situation to describe how the distributive bargaining process works, we return to our opening example of jacksons condo purchase. There are two types of bargaining that can be used by individuals daily in an organizational environment.
Sep 16, 2017 negotiation is described as the twoway communication through which one can get what heshe want from others. Explain the importance of goals and targets, reservation points, and alternatives, 3. The reason of distributive bargaining goals of one party are in fundamental and direct conflict with the goals of the other party resources are fixed and limited both parties want to maximize their share one important strategy is guarding information carefully strategy and tactics of distributive bargaining. For many, the strategies and tactics of distributive bargaining are what negotiation is all about. Third, vbm provides a framework that draws upon an individuals personal values religious or otherwise and reconfigures the distributive bargaining andintegrativenegotiation distinction so that negotiators can freely apply distributive tactics to claim maximum intangible and tangible outcomes without compromising on their personal values. Strategy and tactics of distributive bargaining fill in the blank questions 1. Bargaining is a process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process. Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. Chapter 2 strategy and tactics of distributive bargaining. This negotiation techniques tutorial introduces the core strategies in distributive bargaining. Strategies and tactics of distributive bargaining unit 2. Distributive bargaining is bargaining in which whatever one party stands to gain, the other must give up. Common distributive bargaining situations include negotiating for the purchase of a home or car, formulating union contract agreements, and asking your boss for a pay raise.
It is a highly individualistic approach to justice that holds that the smartest and most industrious get the rewards, while the less diligent deserve their poverty. The negotiation outcome depends on the negotiation skills of the involved parties, the available information and their chosen. Jul 03, 2017 this negotiation techniques tutorial introduces the core strategies in distributive bargaining. You may already intuitively know some distributive bargaining strategies and tactics. Metaphorically, sharing a pie is commonly used to describe distributive bargaining.
Distributive bargaining tactics rarely assume the pie will be divided in half. Integrative bargaining, also known as problemsolving, valuecreating, or winwin negotiation, is the centerpiece of normative negotiation scholarship and negotiation teaching. Moving from distributive to integrative negotiations definitions to more clearly understand the meaning of distributive and integrative negotiations we will look at some definitions. Strategy and tactics of distributive bargaining free download as powerpoint presentation. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. Meaning distributive bargaining strategies and tactics are quite useful when a negotiator wants to maximize the value obtained in a single deal, when the relationship with the other party is not important, and when they are at the claiming value stage of negotiations.
The first three steps of the integrative negotiation process are important for creating value. Intended benefits of this chapter when you finish reading this chapter, you should be able to 1. The 5 steps of distributive bargaining learning tree blog. Or where positions have crystallized so that further bargaining would be futile. The most effective negotiation strategies in both types of negotiation and negotiation tactics are the focus of the theoretical part of this thesis. Negotiating flexible agreements by combining distributive and. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something.
The negotiation features and characteristics shape the negotiation process. These are two reasons that every negotiator should be familiar with distributive bargaining. Negotiation itself is introduced as an opening part of the theory. It is a zerosum game in that one gains only at the expense of others. Many others are repelled by this type of bargaining and would rather walk away than negotiate in this manner. They are tactics which work on poorly prepared negotiators.
Strategy and tactics of distributive bargaining overview the basic elements of a distributive bargaining situation, also referred to as competitive or winlose bargaining, will be discussed. Moving from distributive to integrative negotiations coty c. Within this camp, bargaining theories are further divided up into two areas. Recognize and apply the tactics that are used to implement this strategy. Four important tactical tasks for a negotiator in a distributive bargaining situation. Resources are fixed and limited, and both parties want to maximize their share. The resistance point is the point at which a negotiator would like to. Chapter 02 strategy and tactics of distributive bargaining. For the eu, this leads to the expectation that old and new member states opt for different bargaining strategies. This requires both sides to put more effort than usual into understanding what the other side requires and desires from a deal. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal, when the relationship with the other party is not important, and when they are at the claiming value stage of negotiations. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources. All books are in clear copy here, and all files are secure so dont worry about it.
Alice and ben can each pursue a distributive bargaining strategy. In this type of bargaining, the parties view the negotiations as a zerosum game. Jun 30, 2014 negotiations are essential part of many business relations. It tends to approach negotiation on the model of haggling in a market. It has held this position at least since the publication of getting to yes 1. Chapter 02 strategy and tactics of distributive bargaining study. Describe the varied tactical approaches used in distributive situations, and 4. A common mixture is sequentialbeginning with the distributive and adding some integrative near the end. They are tactics which result in a change out come of distributive bargaining process. In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party.
Haggling over a price is a typical example of positional bargaining. View notes negotiation strategy and tactics of distributive bargaining from sxx 123 at chapman university. Jul 01, 2011 distributive and integrative bargaining dr. Integrative and distributive bargaining involve different tactics integrative. Strategy and tactics of distributive bargaining bargaining. The two common types of negotiation are distributive negotiation and integrative negotiation. Strategy and tactics of distributive bargaining1 bargaining. If a distributive bargaining strategy is pursued, the negotiators believe there are a limited amount of resources available for the taking and if one side wins, the other side loses. Distributive bargaining is the most basic form of negotiation, in which the interests or intent of each party are irrelevant, there is no way to. Ontheotherhand,game theory, as opposed to descriptive studies, provides formal and normative approaches to model bargaining.
Fisher, ury, and patton, authors of the negotiation bestseller getting to yes say that integrative bargaining is superior to distributive bargaining in most, if not all, circumstanceseven in. The distributive bargaining strategies identified in korobkin and dohertys study should be effective in any twoparty negotiation. A pie is a limited resource and if one person gets more, the other person gets less. Determine when it is appropriate to negotiate integratively. Distributive bargaining involves negotiations in which one sides gain is the other sides. Against integrative bargaining arizona state university. By assessing our batna, reservation point, and other key measures, we can arrive at a better sense of how high we can aimand when its time to walk away. Hardball tactics are measures used in a negotiation to set a competitive tone. Typical hardball tactics good guybad guy highballlowball bogey nibble chicken intimidation snow job aggressive behavior good guybad guy named after police interrogation technique.
Read online chapter 2 strategy and tactics of distributive bargaining book pdf free download link book now. Start studying strategies and tactics of distributive bargaining unit 2. In contrast, the negotiators who employ distributive tactics are surly neanderthals who try to use brute force and other boorish, knuckle dragging behavior to. Important concepts of distributive bargaining 41112. The essence of integrative negotiation integrative negotiation requires a different mindset than distributive bargaining because it is used when. This is the traditional route taken in negotiations. Difference between distributive negotiation and integrative. Negotiation theory and practice food and agriculture. Distributive bargaining strategies pon program on negotiation at. Distributive bargaining by chris honeyman updated april 20 definition.
In a distributive negotiation, each side often adopts an extreme position, knowing that it. Distribution of a certain limited good is the purpose of distributive justice, bargaining or negotiation. Download chapter 2 strategy and tactics of distributive bargaining book pdf free download link or read online here in pdf. If you continue browsing the site, you agree to the use of cookies on this website. The parties then bargain from their separate opening positions to agree on one position. Distributive and integrative styles of negotiation refer to two different ways negotiators approach the bargaining table. The distributive negotiation is a zero sum game in which parties are in a state of competition, whereby each party seeks dominance over the other and tries to maximize its own selfinterests. Chapter 02 strategy and tactics of distributive bargaining answer key fill in the blank questions 1. The strict distributive strategy for a bargaining coalition. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Integrative and distributive negotiations and negotiation. Claiming value involves many of the distributive bargaining skills discussed earlier. Caneel joyce executive summer school 2 agenda preparing to negotiate new recruit exercise slicing the pie distributive winlose expanding the pie integrative winwin principled negotiation appendix. Bargaining tactics1 for distributive, integrative and mixed motive strategies classic distributive classic integrative maintain an inscrutable or hostile be as professional and as pleasant as demeanor.
It generally involves using some form or power, leverage, or persuasion. A mixeddistributive strategy is one dominated by distributive tactics but is diluted with integrative moves. View notes 02 strategy and tactics of distribution bargaining study qs. Distributive bargaining process fundamental strategies tactical task positions taken during negotiation commitment closing the deal hardball tactics. Examples of tactics used in distributive bargaining are provided in box 2 below. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal. Negotiation tutorial distributive bargaining tactics pie.
Strategies and tactics of effective business negotiation. Distributive bargaining is defined as negotiations that seek to. They are most closely associated with what is commonly called hardball tactics. Advancing a distributivebargaining and integrative. Distributive bargaining strategies are the only strategies that are effective in interdependent situations. Often these approaches to negotiation are framed as incompatible.
Since the selfinterest is to get the most out of the available resources and since the pool of the available resources is fixed, whatever one party wins. Read online chapter 02 strategy and tactics of distributive bargaining book pdf free download link book now. Pdf chapter 2 strategy and tactics of distributive. Negotiating flexible agreements by combining distributive.
Strategies that would be more likely to be used in winwin bargaining will focus on leveraging mutual trust. Describe how the distributive bargaining process works and learn the fundamental strategies of distributive bargaining. Using the terms integrative and distributive bargaining in the. For novice negotiators, the winner takes all mentality of distributive negotiating may seem the only way to go, and indeed, if thats the only technique one. For novice negotiators, the winner takes all mentality of distributive negotiating may seem the only way to go, and indeed, if thats the only technique one party uses, the other will be forced to use it, as well. They may include orchestrating the issues major issues first. Download chapter 02 strategy and tactics of distributive bargaining book pdf free download link or read online here in pdf.
Strategies will vary between integrative and distributive bargaining. Strategy and tactics of integrative negotiation pdf. In distributive bargaining each part opens with their position on an issue. Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or deceptive. The implementation of the negotiation process is dependent on many factors and its chosen design may lead to different outcomes. Negotiation strategy and tactics of distributive bargaining. Our checklist of effective distributive bargaining strategies can help ensure that you claim as much value as possible in your next important. Distributive bargaining, also called claiming value, zerosum, or winlose bargaining, is a competitive negotiation strategy that is the parties assume that there is not enough to go around, and they cannot expand the pie, so the more one side gets, the less the other side gets. Recognize and defend yourself from hardball tactics used by others. Some tactics are ethically accepted behavior whereas other tactics are generally considered unacceptable. Rather than viewing bargaining from a winlose perspective, integrative. Distributive negotiation distributive negotiation is also sometimes called positional or hard bargaining negotiation.
On the other hand, it may be that repeated interaction leads to the socialisation of countries into a specific bargaining mode. Chapter 3 strategy and tactics of distributive bargaining. The idea of integrative negotiation is to work together to find the outcome that best helps both sides. Advancing a distributivebargaining and integrativenegotiation. Bargaining is a joint process of finding a mutually acceptable solution to a complex conflict.
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