What is another name for distributive bargaining?
zero-sumclaiming value,” “zero-sum,” or “win-lose” bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money.
What is distributive bargaining also known as?
Description: Distributive bargaining is also known as zero-sum negotiations because the assets or the resources which need to be distributed are fixed. So, all the negotiations will have to happen by taking that into context.
What is another name for distributive bargaining quizlet?
Distributive bargaining is called collaborative or win-win.
What is distributive bargaining in negotiation?
Distributive bargaining refers to the process of dividing up the resource or array of resources that parties have identified. In many negotiations, that means haggling over issues such as price.
What is an example of distributive bargaining?
Buying a car is a classic example of distributive bargaining. A car sale involves two disparate parties: a buyer and a seller. In this case, each person has different interests: while the seller wants to make as much money as possible, the buyer seeks to pay the least amount of money possible.
What is intra organizational bargaining?
Intraorganizational bargaining: Takes place largely away from the bargaining table and refers to the internal negotiations that occur within the respective organizations. Each side must resolve some of these internal conflicts before it can reach a settlement with its bargaining opponent.
What is distributive bargaining quizlet?
What is distributive bargaining? (p. 27) It is a win-lose situation in which one parties goals are in direct conflict with the goals of the other party. Often involves the distribution of scarce resources in a situation where both parties want to maximise their share.
Which of the following issues is typically addressed through distributive bargaining?
Distributive bargaining generally involves a single issue (compared to multiple issues), little expectation for a continuing relationship, positions vs. interests, limited sharing of information, and claiming value vs. creating/claiming value.
What characteristic is associated with distributive bargaining?
Distributive negotiation is a necessary way of resolving differences between parties with mutually exclusive goals. Parties to the negotiation will withhold as much information as possible to gain an advantage and at the same time, they will try to get as much information from the opposing party as possible.
What does Batna mean in negotiation?
Best Alternative to Negotiated Agreement
A BATNA, or Best Alternative to Negotiated Agreement, represents the best option to one party in a negotiation if the talks fail. A strong BATNA means that that party has a reasonably attractive alternative to negotiation; if they fail to reach agreement, they can implement the BATNA with minimal disruption.
Which form of bargaining is also referred to as principled negotiations?
Integrative Bargaining. potential solution – mutual gain. a form of bargaining in which there is a potential for a solution that produces mutual gain. Also called win-win bargaining, principled negotiations, interest-based bargaining.
What is distributive and integrative bargaining?
Distributive bargaining, according to the University of Colorado Boulder, is the approach to bargaining (or negotiation) that is used when the parties are trying to divide something up or distribute something. It contrasts with integrative bargaining in which the parties are trying to make more of something.
What are the types of bargaining?
What are the types of collective bargaining?
- Distributive Bargaining.
- Integrative Bargaining.
- Productivity Bargaining.
- Composite Bargaining.
- Concessionary Bargaining.
What are the four strategies in distributive bargaining?
Common negotiating tactics in a distributive situation include bluffing, claiming limited authority, reluctance, and intimidation. The most effective negotiators in a distributive situation are those who spend time preparing to negotiate.
What is collective bargaining in industrial relations?
Collective bargaining is a voluntary process used to determine terms and conditions of work and regulate relations between employers, workers and their organisations, leading to the conclusion of a collective agreement.