22. INTEGRATIVE
NEGOTIATION
Both parties involved in negotiation
process jointly look at the problem,
try to search for alternatives and try
to evaluate them and reach a mutually
acceptable decision or solution.
40. Strategies & Tactics
of Distributive Negotiation
Why understanding of distributive negotiation is
important?
ďźMultiple Situation
ďźCounter Moves
ďźSkill level required
41. Strategies & Tactics
of Distributive Negotiation
Situations of Distributive Negotiations are-
Goals of one party are in fundamental & direct conflict
to another party
42. Strategies & Tactics
of Distributive Negotiation
Situations of Distributive Negotiations are-
Resources are fixed and limited
43. Strategies & Tactics
of Distributive Negotiation
Situations of Distributive Negotiations are-
Maximizing oneâs own share of resources is the goal for
both the parties.
44. Strategies & Tactics
of Distributive Negotiation
Situations includes-
ďźStarting Point (Initial Offer)
ďźTarget Points
ďźResistance Points (Walkaway)
ďźAlternative Outcome
45. Strategies & Tactics
of Distributive Negotiation
Situations includes-
ďźStarting Point (Initial Offer)
ďźTarget Points
ďźResistance Points (Walkaway)
ďźAlternative Outcome
46. Strategies & Tactics
of Distributive Negotiation
Role of alternatives to a negotiated agreement-
Alternatives gives the negotiator power to walk away
from the negotiation.
47. Strategies & Tactics
of Distributive Negotiation
Role of alternatives to a negotiated agreement-
Attractive Unattractive
Setting Higher Goals
Making fewer concession
Negotiators have much
less bargaining power
48. Strategies & Tactics
of Distributive Negotiation
Fundamental Strategies-
ďźPush for settlement near opponentâs resistance point
49. Strategies & Tactics
of Distributive Negotiation
Fundamental Strategies-
ďźGet the other party changing their resistance point
50. Strategies & Tactics
of Distributive Negotiation
Fundamental Strategies-
ďźChanging own resistance point
51. Strategies & Tactics
of Distributive Negotiation
Fundamental Strategies-
ďźConvincing other party that the settlement is best
possible.
52. Strategies & Tactics
of Distributive Negotiation
Keys to Fundamental Strategies-
Discovering the other partyâs resistance point
53. Strategies & Tactics
of Distributive Negotiation
Keys to Fundamental Strategies-
Influencing the other partyâs resistance point
54. Strategies & Tactics
of Distributive Negotiation
Tactics may be used in distributive bargaining:-
Tactics we use in distributive bargaining are called as
Hard Ball Tactics.
55. Strategies & Tactics
of Distributive Negotiation
Tactics may be used in distributive bargaining:-
They are designed to pressure targeted parties to do things
they would not other wise do.
They are tactics which work on poorly prepared
negotiators
56. Strategies & Tactics
of Distributive Negotiation
Hard Ball Tactics of Distributive Bargaining â
ďź Good Guy/Bad Guy
ďź Highball/Lowball
ďź Bogey
ďź Nibble
ďź Chicken
ďź Intimidation
ďź Snow Job
57. Strategies & Tactics
of Distributive Negotiation
Good Guy/Bad Guy
Named after police interrogation technique.
Negotiators using this tactic can become so involve with their game
and act they fail to concentrate on obtaining their goals.
58. Strategies & Tactics
of Distributive Negotiation
Highball/Lowball
Starts with a ridiculously high opening offer that know they will never
achieve.
The tactics goal is to have the other party reevaluate their opening
offer and move closer to the resistance point.
The risk is the other party will think negotiating is a waste of time.
59. Strategies & Tactics
of Distributive Negotiation
Bogey
When a negotiator pretends an issue important and it is not.
It only works well IF they pick a issue that is important to the other
side.
60. Strategies & Tactics
of Distributive Negotiation
Nibble
Is a tactic used to get small concession without negotiating.
The concession is too small to lose the deal over, but large enough to
upset the other side.
61. Strategies & Tactics
of Distributive Negotiation
Chicken
Negotiators who use this tactic combine a large bluff and threaten
actions.
62. Strategies & Tactics
of Distributive Negotiation
Intimidation
It is guilt, anger, legitimacy, fear, what ever gives you power over
the other party.
63. Strategies & Tactics
of Distributive Negotiation
Snow Job
It is the overwhelming of information that you have trouble
determining which facts are real or important.
64. Strategies & Tactics
of integrative Negotiation
What Integrative Bargaining includes?
ďźCommit to the needs of all involved parties
ďźExchange information & ideas
ďźInvent options for mutual gain
65. Strategies & Tactics
of Integrative Negotiation
Integrative negotiation aims at seeking mutually
satisfying solutions with essence of free flow
communication and mutual understanding.
66. Strategies & Tactics
of Integrative Negotiation
Integrative Negotiations have some key steps: -
ďź Defining Problem
ďź Understanding
ďź Generate alternative solutions
ďź Evaluation and Selection
68. Strategies & Tactics
of integrative Negotiation
Identify & Defining Problem
ďźIt should be mutually acceptable
ďźIt should be stated as goal with obstacle identification
69. Strategies & Tactics
of integrative Negotiation
Understanding
Concerns, needs, desires, or fears.
ďźProcess = path to settlement
ďźPrinciples: Doing what is fair, right, acceptable, and ethical
70. Strategies & Tactics
of integrative Negotiation
Generating Alternative Solution
ďźCreate options by redefining the problem set:
ďźCompromise
ďźLogroll â (Concession)
ďźModify the pie
ďźFind a bridge solution
71. Strategies & Tactics
of integrative Negotiation
Generating Alternative Solution
ďź Creating solutions via: -
ďź Brainstorming
ďź Surveys