Chapter 3: Distributive Negotiations

Chapter 3: Distributive Negotiations

1. Distributive negotiations

   • Strategy in which one party gains only if the other party loses something.

2. Mixed motive bargaining

   • Avoid locking down on your favorite Position and instead focus on the underlying Interests of both parties

3. Leverage/Power

   • Ability to influence situations or people so that you can control what happens

4. Power tactics in negotiation

   • Expert, reward, coercive, legitimate, and referent

5. Tactics to change power

   • Hardball, bluffing, commitment

6. Hardball tactics

   • Punishment or threats in a negotiation

7. Claiming value

   • Trying to get as much of the pre-existing value on the negotiating table for yourself

8. Concessions

   • A thing that is granted, especially in response to demands

9. Commitment

   • An agreement or pledge to do something in the future

10. Impasse

    • Predicament affording no obvious escape