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 […]