DISTRIBUTIONAL BARGAINING
Distributional bargaining is the most common concept that most of us traditionally associate with Negotiation. Also referred to as positional, competitive or ‘sum/lose’ bargaining, negotiators often regard resources as being limited to a fixed pie and that their goals must be in opposition if one is to maximise their share at the other party’s expense. […]
PREPARING TO NEGOTIATE – Establishing your BATNA
Establishing your BATNA – Best Alternative to Negotiated Agreement What would happen if you desperately need to sealing a deal in an upcoming negotiation, you have no alternative and the other party if well aware of your need? In all likelihood you will be offered a sub-optimal deal that you must either accept or walk […]
KEY ELEMENTS OF NEGOTIATION – ALTERNATIVES
DEVELOPING ALTERNATIVES The development of alternatives provides key strengths in negotiation to deliver more valuable outcomes. It is important to note that when we discuss alternatives, the topic of alternatives usually falls within the following two domains: • Developing a range of alternatives that will allow us to generate many options to meet our interests or […]