Summary Chapter 2
Strategy and Tactics of Distributive Bargaining
In this chapter, the authors describe the strategy and tactics of distributive bargaining. Distributive bargaining begins with setting opening, target, and resistance points. A set of items to be negotiated is called a bargaining mix. Each item can have opening, target, and resistance points.
Two broad efforts describe the options for a negotiator to achieve a successful resolution; to influence the other party’s belief about what is possible, and to learn as much as possible about the other party’s position, particular ly about their resistance points. The negotiator’s goal is to reach a final settlement as close as possible to the other party’s resistance point.
Distributive bargaining is basically a conflict situation wherein parties seek their own advantage. Effective distributive bargaining is a process that requires careful planning, strong execution, and constant monitoring of the other party’s reactions.
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