a Sofia Ruiz Roman 3 éve
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Distributive Negotiations
In negotiations, parties often start with opening offers that they do not expect to be immediately accepted. To handle hardball tactics, strategies include prevention, ignoring, responding in kind, or discussing the behavior.
Megnyitás
Distributive Negotiations Components in negotiations Leverage/ Power Mixed-motive bargaining Impasse When parties cease to make progress towards settlement. Tactic to encourage commitment note the similarities between the parties and their needs Claiming Value Goal is to obtain as much as possible. Hardball tactics responses Responding with hardball tactics of your own Discussing it Ignoring it Preventing it Tactics to change the power Increase the value of your contribution Decrease your value of the other party's contribution Decrease the quality of the other party's BATNA Improve the quality of your own BATNA Consessions Negotiators establish opening offers with the expectation that it is unlikely that their counterpart will agree to their first offer. Information sharing the sharing of information is more guarded so as to protect one’s position. Hardball tactics God cop/Bad cop Overwhelming the other party with information Nibble Bogey Intimidation Bluffing Highball/lowball Power tactics in negotiation Imposing Sanctions Upward Appeal Assertivness Exchange Coalition Building Ingratiation Rationality Objective Achieve an efficient compromise
