Chapter 2 Strategy and Tactics of Distributive Bargaining

In this chapter it describes distributive bargaining process works and what some of the strategies and tactics used. In distributive bargaining both parties should establish their starting, target, and resistance points, before beginning a negotiation. As for the starting points there is usually opening statements in each party. The target point is learned or inferred as negotiations get under way. Although these points are most important but the resistance points are the most critical. With-in the spread of resistance points there is a positive and negative ranges. In positive ranges it helps the area of negotiation and helps the settlement. When negative it’s successful a negotiation may be impossible. When you have a bargaining mix it provides opportunities for building issues, trading off across issues, and having concessionary behavior. In distributive barging parties have to examine each other. Parties should learn as much as possible about the other party’s position and their resistance points. As for the negotiator’s they want to reach a final settlement. Negotiator’s work together to gather information about oppositions and positions. This is to convince members of the other party to change there minds about there own goals. In order to be successful both parties of the negotiation feel that the outcome was the best that they achieved.