1 NEGOTIATION SKILLS S2‚ 2012 WEEK 2: DISTRIBUTIVE BARGAINING 2 Today’s lecture: Distributive bargaining • • • • • The basic negotiation strategies Distributive bargaining scenarios Fundamentals of distributive bargaining Tasks to focus on Distributive tactics • Results from conflict management styles survey 3 Choosing a negotiation strategy • Distributive • Conflicting goals‚ fixed pie (“zerosum game”)‚ task is to claim value and maximize personal gains • Shared goals
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Distributive bargaining‚ also known as a win-lose bargaining process is a competitive negotiation approach that is utilized to choose in what way a fixed resource such as money will be distributed. It is assumed by each person involved that in this method gains for one party’s interests will come at the expense of the other party for the reason that there is a limited quantity of resources obtainable to the parties with which to meet bargaining goals. (Holley‚ Jennings‚ Wolters‚ 2012 pg.257) In other
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Distributive and integrative bargaining requires different strategies‚ tactics and skill sets in a negotiator to be successfully implemented. Distributive bargaining is know as a win-lose situation based on a fixed amount that has to be divided‚ whereas integrative bargaining is a win-win situation based on a mutually satisfactory solution. Distributive bargaining is most often referred to as a fixed pix negotiation. There is only so much to go around and it creates a competitive or sometimes
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Difference between Distributive and Integrative Bargaining Raymond Yang Garcia 1) The difference between distributive and integrative bargaining Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris‚ an entrepreneur‚ is starting a new business that will occupy most of his free time for the near future. Living in a fancy new
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INTRODUCTION Distributive justice is concerned with the fair allocation of resources among diverse members of a community. Fair allocation typically takes into account the total amount of goods to be distributed‚ the distributing procedure‚ and the pattern of distribution that result. The concept of social justice was initiated by Dr. Ambedkar was the first man in history to successfully lead a tirade of securing social to the vast sections of Indian humanity‚ with the help of a law. Social justice
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Distributive Justice (Stanford Encyclopedia of Philosophy) Page 1 of 26 Open access to the SEP is made possible by a world-wide funding initiative. Please Read How You Can Help Keep the Encyclopedia Free Distributive Justice First published Sun Sep 22‚ 1996; substantive revision Mon Mar 5‚ 2007 Principles of distributive justice are normative principles designed to guide the allocation of the benefits and burdens of economic activity. After outlining the scope of this entry and the role
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Aquinas on Distributive Justice “Pay to all what is due them; to whomever you owe contributions‚ make a contribution; to whom taxes are due‚ pay taxes; to whom respect is due‚ give respect; to whom honor is due‚ give honor. * Romans A. Justice The study is influenced out of a longstanding dissatisfaction with contemporary academic thinking about justice‚ and especially with the estrangement between that thinking and a sense of justice that has been‚ and remains‚ widely shared across many
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Distributive Justice In every nation‚ there are all sorts of issues within the society that can sometimes be resolved more easily or quickly than others. However‚ an issue like immigration is somewhat challenging and complex to many rich or more developed countries worldwide. As for the United States‚ the issue of undocumented immigrants has been one of the major problems that leaves the society with significant questions of justice: from whether the U.S. government immigration laws are just
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1. State what type of public policy is demonstrated in each of these articles and why you think that it is an example of that type of public policy: A. "Rulings Restrict Clean Water Act‚ Hampering E.P.A.‚" New York Times‚ 3/1/10 B. http://renewwisconsinblog.org/.../milwaukee-council-panel-approves-solar-power-revolving-loans http://www.city.milwaukee.gov/milwaukeeshines "Solar Power Legislation Passes Today" C. "Environmental Justice in EPA Permitting: Reducing Pollution in High-Risk Communities
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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
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