CH-2Within the fundamental strategies of distributive bargaining

CH-2Within the fundamental strategies of distributive bargaining

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Chapter 2 Within the fundamental strategies of distributive bargaining, there are four essential tactical tasks with targets, resistance points, and costs of terminating negotiations: One. Assess the other party’s target, resistance point, and cost of terminating negotiations. The negotiator can either use indirect or direct assessment to achieve this task. Indirect assessment obtains information indirectly about the background factors behind an issue while direct assessment obtains information directly from the other party about their target resistance points. Two. Manage the other party’s impression of the negotiator’s target, resistance point, and cost of terminating negotiation. Negotiators should screen information about their positions to represent the information as they would like the other party to believe it. The easiest way to screen information is to say and do as little as possible. Direct action to alter impressions includes selective presentation and
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Unformatted text preview: displaying emotional reaction to facts, proposals, and possible outcomes. Three. Modify the other partys perception of his or her own target, resistance point, and cost of terminating negotiation. You could make the outcomes they ask for less attractive by pointing out something they missed. There are many ways to modify the other partys perceptions. One way is to interpret for the other party what the outcomes of his or her proposal will actually be. Another way is to conceal information. And four. Manipulate the actual costs of delaying or terminating negotiations. There are three methods to manipulate the costs of delay in negotiation. Plan a disruptive action to increase the costs of not reaching negotiated agreement; Form an alliance with outsiders who can somehow influence the outcome. And Manipulate the scheduling of negotiation to put the other party at a considerable disadvantage. Please go to the next slide....
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