Strategy and Tactics of Distributive Bargaining

Discussion Question: Negotiators who use distributive strategy tend to use negative tactics to achieve their goals; however these tactics can be deflected by the other party. Discuss

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Distributive strategy can be envisaged always to stand for a “big man” talking to a “small man”. The small man is expected to be a passive acceptor of the terms and conditions that are set by the “big man”. In many cases the presumed senior in the negotiation will always have the solution to the conflict that exists. During the negotiation meeting, the senior negotiator behaves like they are attending a briefing session with the other party as the...

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