Negotiation = 2 or more parties exchange goods or services & attempt to agree on the exchange rate for them.
Distributive Bargaining = zero-sum conditions;
fixed pie; “I gain at your expense" (Builds animosity).
Bargaining = one or more settlements exist that are win-win solutions
need openness, trust, & flexibility.( preferred approach)
Issues in Negotiation
Personality traits have no significant direct
effect on the bargaining process or
negotiation outcomes...therefore, concentrate on the issues &
situational factors, not the person.
are relevant to negotiating style:
North Americans ... try to persuade by relying on facts 7 logic.
... counter opponent’s arguments with objective facts.
... make small concessions early in negotiations ( to establish a relationship).
... reciprocate opponents’ concessions.
... treat deadlines as very important.
Also cultural differences in lengths of silence, physical contact, & frequency of interrupting.