N2 Strategy and Tactics of Distributive Bargaining

This chapter provides the basic elements of a distributive bargaining situation. It is also call win-lose, bargains.  There are three reasons that every negotiator should be familiar with distributive bargaining.  First, negotiators face some interdependent situations that are distributive, and do well in them they need to understand how they work.  Secoun, because many people use distributive bargaining strategies and tactics almost exclusively, all negotiators need to understand how to counter their effects.  Third, every negotiation situation has the potential to require distributive bargaining skills when at the "claiming value" stage.  Understanding distributive strategies and tactics is important and useful, but negotiators need to recognize that these tactics can also be counterproductive and costly.  often they cause the negotiating parties to focus so much on their differences that they ignore what they have in common.  The discussion of strategies and tactics in this chapter is intended to help negotiatiors understand the dynamics of distributive bargaining and thereby obtain a better  deal.