Distributive Negotiation Strategy

Only available on StudyMode
  • Download(s) : 387
  • Published : September 6, 2011
Open Document
Text Preview
Describe a situation where you were involved in negotiations and the other party used the distributive negotiation strategy.

There are many situations in life where a “distributive negotiations” Hellriegel & Slocum, (2011) in used as a strategy. Nowadays, negotiations come in forms of exchange and often we used distributive outcomes as the arguments to get what we want with the intention of losing less. As mention ‘distributive outcomes, also called, "win-lose" bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource between two negotiators so that the more one gets, the less the other gets.

Plus, in distributive bargaining, each party tries to secure the most benefit for themselves, without regard for the other side's outcome. The win-lose is all about perception of what you getting out of it and what you losing or able to lose so you might think you won a deal. For example, when customers want to party with his friend and want to pay for a table at the most expensive location, when he calls for reservation manager from the club tell him that having a table at this location is the best for him and friend so he can save time being on the line he can party and have access to the all club and he can enjoy the night, but that has a price and it is always expensive when you compare to the price manager buy they bottles at a convenient store. The customers think he has won a good deal in perception but in reality he is losing money. If the buyer feels that he got a good deal, he "won." If he walks away feeling like he paid too much money for that car, he "lost." The customers can leave and feel that he won.

Moreover, every negotiation starts with a process followed by a strategy because without either, then it would be just a disagreement with any kind of resolution to the issue. Key things that both parties focus on when negotiating are interests, issues, and positions.

Explain how you responded to...
tracking img