ELR - 022208 - Chapter 2

ELR - 022208 - Chapter 2 - and thereby brings them back to...

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Tim Thyne 02/22/08 Essentials of Negotiation: Chapter 2: pgs. 27-47 “Distributed Bargaining” The prime objective in distributive bargaining is to maximize the value of the current deal. (33) Two tasks are important in all distributive bargaining situations (33): o Discovering the other party’s resistance point o Influencing the other party’s resistance point Tactical Tasks o Indirect Assessment – determining what information as individual likely used to get target and resistance points and how they interpreted this information (36) o Direct Assessment – determining which info is accurate that is directly received from the other party (36) o Screening Activities – Do as little as possible in order to conceal your positions. Silence is Golden (37) o Direct actions to alter impressions – selective presentation and emotional reations (38) Manipulate the Actual Costs of delay or termination o Disruptive Action – action that increases the costs to negotiators for not settling
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Unformatted text preview: and thereby brings them back to the bargaining table. Works but can escalate conflict. (i.e. picketing, boycott) (40) o Alliance with Outsiders – involving other parties in the process who can somehow influence the outcome (40) o Schedule Manipulation – Inconveniencing the other party to manipulate negotiation sessions (41) • Closing the Deal o Provide Alternatives – providing two or three alternative packages for the other party that mare more or less equivalent in value (46) o Assume the Close – acting as if the decision to purchase something has already been made (47) o Split the Difference – most popular closing technique; can be effective presuming that the parties started with fair opening offers (47) o Exploding Offers – the purpose is to convince the other party to accept the settlement and to stop considering alternatives (47) o Sweeteners – saving a special concession for the close (47)...
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This note was uploaded on 04/16/2008 for the course MGMT 375 taught by Professor Higgins during the Spring '08 term at Abilene Christian University.

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