Distributive negotiation

Distributive negotiation

1. Basic elements

   • Initial Point
   • Objective
   • Resistance

2. Strategy

   • Settlement near the point of resistance
   • Change resistance by the perception of target value
   • Load balancing
   • Possibilities vs only way

3. Tatics

   • Direct and indirect valoring
   • Impression management
   • Change perceptions
   • Modify actual cost

4. Assumed position

   • initial offers
   • New information
   • Intentions
   • Value of the results
   • Settlement areas

5. Concessions

   • Prevent a dead end
   • Give opportunities

6. Commitment

   • Negotiation position
   • Promise
   • Future
   • Course of action

7. Close the deal

   • Give options
   • Complete a form
   • Give a summary
   • Early date
   • Discount

8. Lewicki, R.J., Saunnders, D.M. y Berry, B. (2007). Fundamentos de negociación. New York: The McGraw-Hill Companies, Inc.

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