What are the strategy and tactics used in distributive bargaining?

Definition: Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. between both the parties.

What are some of the distributive negotiation tactics?

They are most closely associated with what is commonly called hardball tactics.

Hardball Tactics. Hardball tactics are measures used in a negotiation to set a competitive tone.
Good Cop, Bad Cop.
Lowball – Highball.
Bogey.
The Nibble.
Playing Chicken.
Intimidation.
Aggressive Behavior.

What’s the best example of a distributive bargaining strategy?

Distributive negotiation For example, a sales business wants to enter a contract with a vendor for IT services. The business wants the most IT services for the lowest price possible, while the IT vendor wants to provide the lowest number of resources for the highest price.

What are the types of bargaining?

What are the types of collective bargaining?

Distributive Bargaining.
Integrative Bargaining.
Productivity Bargaining.
Composite Bargaining.
Concessionary Bargaining.

Which of the following is an example of distributive bargaining?

Buying a car is a classic example of distributive bargaining. A car sale involves two disparate parties: a buyer and a seller. In this case, each person has different interests: while the seller wants to make as much money as possible, the buyer seeks to pay the least amount of money possible.

What are the tactics and strategy of distributive bargaining?

Strategy and Tactics of Distributive Bargaining 2. Distributive Bargaining Goals of one party are in fundamental, direct conflict to another party Resources are fixed and limited Maximize the value obtained in a single deal Long term relationship not important

Which is the best predictor of winning a distributive negotiation?

The best predictor of “winning” outcomes in this distributive negotiation—claiming the lion’s share of the bargaining range—were negotiators’ estimates of the other side’s bottom line. The more accurately a negotiator estimated his counterpart’s bottom line, the more money that negotiator successfully claimed.

What are the tactics of Highball / lowball bargaining?

Highball/Lowball Starts with a ridiculously high/low opening offer that know they will never achieve. The tactics goal is have the other party reevaluate their opening offer and move closer to the resistance point. The risk is the other party will think negotiating is a waste of time.

How are target points and resistance points used in negotiation?

Target point influence both negotiators outcomes, opening offers play on important role as a warning for the possible presence of hardball tactics5. In addition to opening bids, target points and resistance points a fourth factor may enter the negotiations: and alternative outcome that can be obtained by completing a deal with someone else.

What are the strategy and tactics used in distributive bargaining? Definition: Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. between both the parties. What are some of…