Chapter 2 Strategy and Tactics of Distributive Bargaining

This chapter shows the basic structure of competitive or distributive situations alone with some of the strategies and tactics used in the distributive bargaining. It begins with setting opening, target and resistance points. It is important to have a reasonable resistance point and gather as much possible information about other party positions, interests and resistance points when possible, which is not easy. Finally distributive bargaining skills are important at the value claiming stage of any negotiation