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Strategy and Tactics of distributive bargaining - Coggle Diagram
Strategy and Tactics of distributive bargaining
Distributive bargaining situation
Role of alternatives
Settlement point
Discovering the Other Party's Resistance Point
Influencing the Other Party's Resistance Point
Tactical tasks
Assess other party's target, resistance point, costs of terminating negotiations
indirect assessment
direct assessment
Managing the Other Party's Impressions
Screening activities
Direct Action to Alter Impressions
Modify the other party's perceptions
Manipulate the Actual Costs of Delay or Termination
Disruptive action
Alliance with outsiders
Schedule manipulation
Positions taken during negotiation
Opening offers
Opening stance
Initial concessions
Role of concessions
Guidelines for making concessions
Pattern of concession making
Final offers
Closing the Deal
Provide alternatives
Assume the Close
Split the difference
Exploding offers
Sweeteners
Dealing with hardball tactics
Discuss them
Ignore
Respond in kind
Co-opt other party
Typical hardball tactics
good cop / bad cop
lowball / highball
Bogey
Nibble
Chicken
Intimidation
Aggressive behaviour
Snow job