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- Distributive bargaining is a competitive strategy through which all parties attempt to draw maximum benefit at the cost of their counterpart’s share of gains1. Here are some strategies for distributive bargaining23:
- Goal Strategies: Every action distributive negotiators take is aimed at gaining an advantage over the opponent.
- Target Strategies: Distributive bargaining is focused on specific targets that must be attained to win the argument or discussions.
- Reservation Strategies: Reservation strategies involve setting minimal values that negotiators cannot go beyond.
- Brinksmanship Strategies
- Confusion Strategy
- Anchor Your Position
- Set Your Reservation Point
- Make Strategic Concessions
- Use the Flinch
- Information is Power
- Create Deadlines
- Use Limited Authority
- Good Cop, Bad Cop
Learn more:✕This summary was generated using AI based on multiple online sources. To view the original source information, use the "Learn more" links.Distributive bargaining is a competitive strategy through which all parties attempt to draw maximum benefit at the cost of their counterpart’s share of gains. It is most appropriate when resources are limited and a decision has to be made, like labor union negotiation or salary negotiation.www.wallstreetmojo.com/distributive-bargaining/Fundamental Strategies to Distributive Bargaining
- Goal Strategies Every action distributive negotiators take is aimed at gaining an advantage over the opponent. ...
smallbusiness.chron.com/fundamental-strategies-d…Strategy and Tactics Of Distributive Bargaining
- #1 – Anchor Your Position The first offer often serves as an anchor, influencing the negotiation’s direction. If you’re the seller, start with a high price. ...
- #2 – Set Your Reservation Point ...
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The distributive bargaining strategies identified in Korobkin and Doherty’s study should be effective in any two-party negotiation. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources: 1. Estimate their bottom line. Most negotiators … See more
In one study, UCLA School of Law professor Russell Korobkin and UCLA School of Law Empirical Research Group director Joseph Doherty had law school students engage in a … See more
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