The terms integrative bargaining and distributive bargaining have been with us in the dispute resolution literature since at least the 1960s, when. For many, the strategies and tactics of distributive bargaining are what negotiation is all about. If a distributive bargaining strategy is pursued, the negotiators believe there are a limited amount of resources. Chapter 02 strategy and tactics of distributive bargaining answer key fill in the blank questions 1. They resort to threats, extreme demands, and even unethical behavior to try to get the upper hand in a negotiation. Moving from distributive to integrative negotiations coty. Chapter2 strategy and tactics of distributive bargaining. Integrative and distributive negotiations and negotiation. Distributive negotiation, though less complex than integrative negotiation, requires thorough preparation. Jun 30, 2014 negotiations are essential part of many business relations. Recognize and defend yourself from hardball tactics used by others.
It is a zerosum game in that one gains only at the expense of others. Often these approaches to negotiation are framed as incompatible. Start studying strategies and tactics of distributive bargaining unit 2. Strategies that would be more likely to be used in winwin bargaining will focus on leveraging mutual trust. Whether or not one or both parties achieve their objectives will depend on the strategies and tactics they employ. Chapter 3 strategy and tactics of distributive bargaining outline with a main point presentation prepared by adrianne howze obe 155 chapter outline distributive bargaining process fundamental strategies tactical task positions taken during negotiation commitment closing the deal hardball tactics hardball tactics outline what are hardball tactics. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Describe how the distributive bargaining process works and learn the fundamental strategies of distributive bargaining. 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. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. Strategies will vary between integrative and distributive bargaining. Negotiation tutorial distributive bargaining tactics pie. Negotiations are essential part of many business relations. Strategy and tactics of distributive bargaining1 free download as powerpoint presentation.
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. Four important tactical tasks for a negotiator in a distributive bargaining situation. Many others are repelled by this type of bargaining and would rather walk away than negotiate in this manner. By assessing our batna, reservation point, and other key measures, we can arrive at a better sense of how high we. Bargaining and negotiation bargaining and negotiation skills are important skills for success in your personal and professional life, since there is no shortage of disputes. They are tactics which result in a change out come of distributive bargaining process. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources. 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. Strategy and tactics of distributive bargaining fill in the blank questions 1. Some tactics are ethically accepted behavior whereas other tactics are generally considered unacceptable.
This negotiation techniques tutorial introduces the core strategies in distributive bargaining. 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. Negotiation strategy and tactics of distributive bargaining. Distributive bargaining by chris honeyman updated april 20 definition. These are two reasons that every negotiator should be familiar with distributive bargaining. Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. The two common types of negotiation are distributive negotiation and integrative negotiation. A mixeddistributive strategy is one dominated by distributive tactics but is diluted with integrative moves. In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party.
The distributive bargaining situation to describe how the distributive bargaining process works, we return to our opening example of jacksons condo purchase. Distributive bargaining tactics rarely assume the pie will be divided in half. Distribution of a certain limited good is the purpose of distributive justice, bargaining or negotiation. In fact, negotiators who fall back on hard bargaining strategies in negotiation are typically betraying a lack of understanding about the gains. Moving from distributive to integrative negotiations definitions to more clearly understand the meaning of distributive and integrative negotiations we will look at some definitions. The negotiation features and characteristics shape the negotiation process. Strategies and tactics of distributive bargaining unit 2. Strategy and tactics of integrative negotiation is the property of its rightful owner.
Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or. Do i name an outrageously low figure and spend 15 minutes in flamboyant bargaining. Distributive bargaining is bargaining in which whatever one party stands to gain, the other must give up. Distributive bargaining is defined as negotiations that seek to. 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. You may already intuitively know some distributive bargaining strategies and tactics. The implementation of the negotiation process is dependent on many factors and its chosen design may lead to different outcomes. The choice of bargaining strategies in the european union. Chapter 3 strategy and tactics of distributive bargaining. Difference between distributive negotiation and integrative.
Pdf chapter 2 strategy and tactics of distributive. Distributive bargaining plays a role in integrative bargaining, because ultimately the pie has to be split up. 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. 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. If so, share your ppt presentation slides online with. Start studying chapter2 strategy and tactics of distributive bargaining.
Power, preferences, and culture abstract we introduce a series of arguments that explain how country characteristics influence the choice of bargaining strategies. Ppt strategy and tactics of integrative negotiation. Chapter 02 strategy and tactics of distributive bargaining. Bargaining is a process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process. The parties then bargain from their separate opening positions to agree on one position. In distributive bargaining each part opens with their position on an issue. Distributive bargaining key words why shall we study these strategies and techniques. Should i make a modest offer so that the other party isnt offended. 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. If you continue browsing the site, you agree to the use of cookies on this website. The negotiation outcome depends on the negotiation skills of the involved parties, the available.
There are two types of bargaining that can be used by individuals daily in an organizational environment. Jul 01, 2011 distributive and integrative bargaining dr. Strategy and tactics of distributive bargaining1 bargaining. Distributive bargaining, also called claiming value, zerosum, or winlose bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money.
Sep 16, 2017 negotiation is described as the twoway communication through which one can get what heshe want from others. Resources are fixed and limited, and both parties want to maximize their share. Learning objectives the main purpose of this chapter is to provide an overview of distributive. Districtsisds cannot enter into collective bargaining agreements after october 1, 2017 that.
Integrative bargaining is a good way to make the pie joint value as large as it possibly can be, but ultimately the parties must distribute the value that was created through negotiation. They may include orchestrating the issues major issues first. Chapter 2 strategy and tactics of distributive bargaining. 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. Negotiation is described as the twoway communication through which one can get what heshe want from others. Moving from distributive to integrative negotiations coty c. View notes negotiation strategy and tactics of distributive bargaining from sxx 123 at chapman university.
The negotiation outcome depends on the negotiation skills of the involved parties, the available information and their chosen. A common mixture is sequentialbeginning with the distributive and adding some integrative near the end. Jul 03, 2017 this negotiation techniques tutorial introduces the core strategies in distributive bargaining. Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or deceptive. Typical hardball tactics good guybad guy highballlowball bogey nibble chicken intimidation snow job aggressive behavior good guybad guy named after police interrogation technique. Explain the importance of goals and targets, reservation points, and alternatives, 3. Distributive bargaining is basically a competition over who is going to get the most of a limited resource, which is often money. The strict distributive strategy for a bargaining coalition.
The 5 steps of distributive bargaining learning tree blog. Metaphorically, sharing a pie is commonly used to describe distributive bargaining. They are tactics which work on poorly prepared negotiators. 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. Describe the varied tactical approaches used in distributive situations, and 4. Some negotiators seem to believe that hard bargaining tactics are the key to success.
Distributive and integrative styles of negotiation refer to two different ways negotiators approach the bargaining table. A pie is a limited resource and if one person gets more, the other person gets less. Haggling over a price is a typical example of positional bargaining. In distributive bargaining, the conflict is due to the fact that the goals of one party are against. 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. Using the terms integrative and distributive bargaining in the classroom. Bargaining is a joint process of finding a mutually acceptable solution to a complex conflict. Establish racial or religious preferences for employees automatically deduct union dues conflict with federal or state transparency laws include a method of compensation that does not comply with rsc section 1250. Every negotiation situation has the potential to require distributive bargaining skills. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. 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 negotiations on the eus financial perspective, 200720 andreas dur and gemma mateo1 abstract we argue that in intergovernmental negotiations in the european union, large member states, countries with a good alternative to negotiated agreement, and. Should i submit a cautious and reasonable proposal in writing, then stick to that proposal. The distributive bargaining strategies identified in korobkin and dohertys study should be effective in any twoparty negotiation. There maybe disputes between and amongst families, friends, individuals, groups, firms, communities, and nations.
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