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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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
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The ILO Right to Organize and Collective Bargaining Convention (No. 98)‚ 1949 describes collective bargaining as: "Voluntary negotiation between employers or employers’ organizations and workers organizations‚ with a view to the regulation of terms and conditions of employment by collective agreements." Collective bargaining could also be defined as negotiations relating to terms of employment and conditions of work between an employer‚ a group of employers or an employers’ organization on
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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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Regulatory Policy seems to be used as a stick to insure compliance with no carrots dangled to incentivize business to voluntarily‚ progressively reduce their impact on the environment. By defining and enforcing pollution control as punitive‚ adversarial strategies are insured. Predictably‚ business will look for every possible way to narrowly define the law i.e.‚ “navigable waterway” is not a stream but instead‚ perhaps‚ the river it flows into. Such narrow interpretation
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Porter Five Forces Model Reflect Upon the Reality 3 1.1 Porter Five Forces Model 3 1.2 Substitute 4 1.3 Threat of New Entrants 5 1.4 Rivalry 5 1.5 Bargaining Power of Suppliers 5 1.6 Bargaining Power of Buyers 5 2. Compare Theory and Practice 6 2.1 Rivalry for Ford 6 2.2 Threat of New Entrants 7 2.3 Bargaining Power of Ford 10 3. Strategy of Overall Cost Leadership 11 4. A Plan for Ford 12 4.1 SWOT Analysis of Ford 12 4.2 How measurement Ford can implement 13 4.3 The Risk Management
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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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