After learning about the process of negotiation, now negotiator needs to understand strategies and tactics of distributive bargaining in order to get a better deal.
Distributive bargaining is about compromise and accepting that not all negotiations can be in a win-win situation. It’s used when resources are fixed and limited, and parties are simply negotiating on price. It is often called competitive, or win-lose bargaining. In other words, in a distributive situation, the goals of one party are usually conflict with the goals of the other party. Every dollar that you reduce the price by or increase it by is simply a direct ‘win’ for you and a ‘lose’ for the other party.
The negotiation is for ‘claiming value’, therefore, in this chapter, negotiator will learn how to develop effective distributive bargaining process which requires careful planning, strong execution, and constant monitoring of the other party’s reaction. Also, negotiator will learn and understand these strategies to successfully reach the claiming value state of any negotiation and resolve the conflict without a problem.
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