Scribd Logo
Upload

Welcome to Scribd!

  • 19 views

    3 Lecture Distributive Bargaining

    Uploaded by

    Nguyễn Vũ Thùy Quyên (FGW DN)
    The document discusses strategies and tactics for distributive bargaining, including understanding positions, concessions, and best alternative to a negotiated agreement (BATNA). It describes conceptualizing the bargaining range between parties' resistance points and making initial offers within this range but below the target point to leave room for compromise. Patterns of concession over multiple offers are also discussed.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    3 Lecture Distributive Bargaining

    Uploaded by

    Nguyễn Vũ Thùy Quyên (FGW DN)
    19 views29 pages
    The document discusses strategies and tactics for distributive bargaining, including understanding positions, concessions, and best alternative to a negotiated agreement (BATNA). It describes conceptualizing the bargaining range between parties' resistance points and making initial offers within this range but below the target point to leave room for compromise. Patterns of concession over multiple offers are also discussed.

    Original Description:

    negotiation

    Original Title

    3 Lecture; Distributive Bargaining

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document discusses strategies and tactics for distributive bargaining, including understanding positions, concessions, and best alternative to a negotiated agreement (BATNA). It describes conceptualizing the bargaining range between parties' resistance points and making initial offers within this range but below the target point to leave room for compromise. Patterns of concession over multiple offers are also discussed.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    19 views29 pages

    3 Lecture Distributive Bargaining

    Uploaded by

    Nguyễn Vũ Thùy Quyên (FGW DN)
    The document discusses strategies and tactics for distributive bargaining, including understanding positions, concessions, and best alternative to a negotiated agreement (BATNA). It describes conceptualizing the bargaining range between parties' resistance points and making initial offers within this range but below the target point to leave room for compromise. Patterns of concession over multiple offers are also discussed.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 29

    Created by: Dr Scott Tindal, 2023

    Understand the role of


    Describe strategies and
    positions, concessions,
    tactics of distributive
    commitment and ‘BATNA’
    bargaining.
    within negotiations.

    The use and countering of


    Consider the ‘patterns of
    ‘hardball’ negotiation
    concession’
    tactics.

    Created by: Dr Scott Tindal, 2023


    Distributive Bargaining

    This image by “photo monkey” was marked with a CC BY 2.0 license: This image by “images of money” was marked with a CC BY 2.0 license:
    ▪
    ▪
    ▪
    ▪

    ▪
    ▪
    Created by: Dr Scott Tindal, 2023 This image by unknown author is licensed under CC BY-NC-SA 4.0
    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    Buyer’s view

    Seller’s (speculating) Resistance Point


    What the buyer *INFERS* as the seller’s
    walking away price. Asking price
    Seller asks for £8,000
    £??????
    Target point
    Buyer’s Resistance
    AKA aspiration point. This is what the Point
    buyer would like to pay. This should be
    slightly above the (speculated) walk away AKA Reservation
    point of the seller. point. This is the point
    the buyer will walk
    £7,400 away.

    £7,800
    Created by: Dr Scott Tindal, 2023
    This image by unknown author is licensed under CC BY-NC-SA 4.0
    Conceptualising distributive bargaining system
    The spread between the resistance points is called the bargaining
    range (OR Zone Of Potential Agreement (ZOPA).

    This is the area where the bargaining takes place.

    Any offer outside this range will be rejected by one party of the other.
    First offer in this range between the (speculated) Resistance
    point, but below the buyer’s Target point.

    Seller’s Resistance Point. Target point


    Buyer's Resistance point

    £7,000 This is what the buyer would like to pay


    First offer should be close to the £7,800
    Resistance
    £7,400 point (but not below it), but
    below the target point, to give room to
    compromise. Created by: Dr Scott Tindal, 2023
    ▪

    Created by: Dr Scott Tindal, 2023


    ▪

    Created by: Dr Scott Tindal, 2023


    Conceptualising distributive bargaining system (cont)

    Settlement

    35.000

    10.000

    Seller’s Resistance Point. Seller’s BATNA Buyer’s BATNA


    Buyer's Resistance point

    £7,000 The seller could sell The buyer could buy


    £7,800
    to another person another car.
    £7,500 £7,700

    Created by: Dr Scott Tindal, 2023


    This image by unknown author is licensed under CC BY-NC-SA 4.0
    Negative bargaining range
    There can be no agreement and negotiations will stalemate unless one
    party can be convinced to move their Resistance Point.

    Parties do not know each others’ Resistance points, so it may not become
    clear that there is a negative bargaining range until negotiations have
    already started.

    Buyer's Resistance Seller’s


    point Resistance
    Point.
    £7,500
    Created by: Dr Scott Tindal, 2023
    £8,000
    ▪

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023
    ▪

    Created by: Dr Scott Tindal, 2023


    ▪

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023
    ▪

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023
    ▪
    ▪

    ▪
    ▪
    ▪

    Created by: Dr Scott Tindal, 2023


    ▪

    Created by: Dr Scott Tindal, 2023


    Final Offers: “I’ve conceded about all I can give”

    Created by: Dr Scott Tindal, 2023


    ▪
    ▪
    ▪

    Created by: Dr Scott Tindal, 2023


    ▪

    ▪
    ▪
    ▪

    ▪
    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    Created by: Dr Scott Tindal, 2023
    ‐ ‐

    Created by: Dr Scott Tindal, 2023


    Created by: Dr Scott Tindal, 2023

    You might also like