The Secret To Successful Distributive Bargaining
from The Accidental Negotiator Hosted by Jim Anderson
So this thing that we call negotiating actually has two different parts to it. The first is called integrative bargaining and it is where we look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. The second is where we use our negotiation styles and negotiating techniques to try to get as much of the pie for ourselves as we can. This part of the negotiating process is called distributive bargaining and it has to do with the process of dividing up the resource or array of resources that parties have identified. We are all familiar with the process of haggling over issues such as price. What is the best way to get the most out of our distributive bargaining?
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