Bargaining is a
process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process
. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. … Distributive Bargaining, Integrative Bargaining.
What are the 5 negotiation strategies?
Negotiators have a tendency to negotiate from one of five styles:
competing, accommodating, avoiding, compromising, or collaborative
.
What are integrative bargaining strategies?
Integrative bargaining (also called “interest-based bargaining,” “win-win bargaining”) is
a negotiation strategy in which parties collaborate to find a “win-win” solution to their dispute
. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants.
What are distributive bargaining strategies?
Definition: Distributive bargaining is
a competitive bargaining strategy in which one party gains only if the other party loses something
. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. between both the parties.
What are the types of bargaining?
- Distributive Bargaining.
- Integrative Bargaining.
- Productivity Bargaining.
- Composite Bargaining.
- Concessionary Bargaining.
What is the bargaining process?
Collective bargaining is the
process in which working people, through their unions, negotiate contracts with their employers to determine their terms of employment
, including pay, benefits, hours, leave, job health and safety policies, ways to balance work and family, and more.
What are the two types of bargaining?
- Distributive Bargaining,
- Integrative Bargaining.
What are the 7 basic rules of negotiating?
- Rule #1. Always tell the truth.
- Rule #2. Use Cash when making purchases.
- Rule #3. Use walk-away power. Don’t get emotionally attached to the item.
- Rule #4. Shut up. …
- Rule #5. Use the phrase: “That isn’t good enough”
- Rule #6. Go to the authority. …
- Rule #7. Use the “If I were to” technique. “
Which style of negotiation is best?
Most research suggests that negotiators with
a primarily cooperative style
are more successful than hard bargainers at reaching novel solutions that improve everyone’s outcomes. Negotiators who lean toward cooperation also tend to be more satisfied with the process and their results, according to Weingart.
What are the 3 types of negotiation?
There’s three basic styles – three basic default types to negotiation, and each has an advantage. Ultimately the best negotiator incorporates the best of all three.
Assertive (aggressive), Accommodator (relationship oriented) and Analyst (conflict avoidant)
are the types. The Assertive is “win” oriented.
What is an example of integrative bargaining?
Example: The classic example involves
two teenagers and an orange
. If there’s only one orange in the refrigerator and both teenagers demand it simultaneously, a distributive bargain might well involve each of them getting half of it. … The integrative bargain is obviously better for both.
What are the disadvantages of integrative bargaining?
Disadvantages of Integrative Bargaining
In some unfortunate situations,
negotiators may have dishonest intentions and could seek to exploit the cooperative spirit of other negotiators in an attempt to exploit them
.
How do companies use integrative bargaining?
Typically, integrative bargaining results
in agreements that provide short-term and long-term value to all parties
while distributive bargaining results in compacts that provide short-term value to one party.
What is bargaining and example?
The definition of a bargain is an understanding between two people on the cost of goods or services.
If someone agrees to sell a product at 10 percent off as long as the other person orders at least 12
, that is an example of a bargain.
What are the key elements of the distributive bargaining process?
- Focus on the Other Party’s BATNA and Reservation Value. …
- Avoid Making Unilateral Concessions. …
- Be Comfortable with Silence. …
- Label Your Concessions. …
- Make Contingent Concessions.
What are the four strategies in distributive bargaining?
- Goal Strategies. …
- Target Strategies. …
- Reservation Strategies. …
- Brinksmanship Strategies. …
- Confusion Strategy.
