NEGOTIATION CHAPTER 2
STRATEGY AND TACTICS OF DISTRIBUTIVE BARGAINING
SUMMARY
Distributive bargaining is basically a conflict situation, wherein parties seek their own advantage- sometimes through concealing information, attempting to mislead, or using manipulative actions. All these tactics can easily escalate interaction from calm discussion to bitter hostility. Yet negotiation is the attempt to resolve a conflict without force, without fighting. Further, to be successful, both parties to the negotiation must feel at the end that the outcome was the best they could achieve and that it is worth accepting and supporting. Distributive bargaining skills are important at the value claiming stage of any negotiation.
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