Negotiation 3. Strategy and Tactics of Distributive Bargaining

Chapter 3
Strategy and Tactics of Distributive Bargaining

This chapter basically describes the basic structure of distributive or competitive bargaining strategies, which is vital in negotiation. Further, it goes in detail about the ways of tactics used in distributive bargaining. Distributive bargaining begins with setting our own opening , target and resistance points. After that the major concerns for us is to find the starting points of the other party, which is not an easy task. Likewise the resistance point of the other party is very vital to find out for us but it is late unknown until the negotiation reached the last stage and this is because they always tried to hide it as they think they are precious to them. The spread between the resistance points defines the bargaining range. If we are able to predict the negotiation is considered to be moving in the direction of the positive movement otherwise successful negotiation can never be possible.
Negotiation can never have only one item hence it has a set of items called the bargaining mix. Each item in a bargaining mix can have opening , target and resistance points. The bargaining mix mainly provides opportunities for bundling issues together, trading off across issues or displaying mutually concessionary behavior .
To achieve the successful resolution the structure of distributive bargaining should be properly studied or examined . The motives behind this study is to influence the other party’s belief about whist is possible and to learn as much as possible about the other party’s position, particularly about he resistance points. The negotiator’s basic goal is to reach a final settlement as close to the other party’s resistance point as possible. The negotiators should have to first study the opposition’s standing points and should have convince them for the settle ling down from their standing points make their own stand more realistic and conforming too.
Distributive bargaining is basically a conflict situation wherein parties seek their own advantage in part through concealing information , attempt ion to mislead or using manipulative actions. When the negotiators became calm and realistic, never being hostile this objective can be achieved easily. Negotiotion always attempt to resolve a conflict without force without fighting. At last but not the least at the end of the negotiation both the parties should have to feel that the result that they are getting is most probably the best result they can get ever in this situation.