Chapte 2 Distributive Bargaining.pptVIP

?2006 The McGraw-Hill Companies, Inc., All Rights Reserved 2-* McGraw-Hill/Irwin ?2006 The McGraw-Hill Companies, Inc., All Rights Reserved CHAPTER TWO Strategy and Tactics of Distributive Bargaining 烦寥魂专初沪熊谍侦扁现顿街开敬舀技琢拙室壁漳怎损宏拉斩密憋炽吏腆Chapter 2 Distributive BargainingChapter 2 Distributive Bargaining 2-* McGraw-Hill/Irwin ?2006 The McGraw-Hill Companies, Inc., All Rights Reserved The Distributive Bargaining Situation Goals of one party are in fundamental,direct conflict to another party Resources are fixed and limited Maximizing one’s own share of resources is the goal 背鸵申鬃迪拾汝松佑炎湘氮新蒋国串缨惧懂废想兹凭肮掇序伯郴曹碳嘛境Chapter 2 Distributive BargainingChapter 2 Distributive Bargaining 2-* McGraw-Hill/Irwin ?2006 The McGraw-Hill Companies, Inc., All Rights Reserved The Distributive Bargaining Situation Preparation—set a Target point, aspiration point Walkaway, resistance point Asking price, initial offer 恳赫聋烘嚼稀吴畔涧渍蹈虫拽室栗柄岭玻彼殉卡佩晶穆扯峙验铂烈坡绘忌Chapter 2 Distributive BargainingChapter 2 Distributive Bargaining 2-* McGraw-Hill/Irwin ?2006 The McGraw-Hill Companies, Inc., All Rights Reserved The Distributive Bargaining Situation Party B - Buyer Party A - Seller Walkaway Point Target Point Asking Price Initial Offer Target Point Walkaway Point 伙屈裳卖轨弗搪况啪脸蛰崔跳茄油赞潍酪谜套围钉疲括缔悬棘棉枉恒争族Chapter 2 Distributive BargainingChapter 2 Distributive Bargaining 2-* McGraw-Hill/Irwin ?2006 The McGraw-Hill Companies, Inc., All Rights Reserved The Role of Alternatives to a Negotiated Agreement Alternatives give the negotiator power to walk away from the negotiation If alternatives are attractive, negotiators can: Set their goals higher Make fewer concessions If there are no attractive alternatives: Negotiators have much less bargaining power 诱毁振例丘馏莽翅男痉束捷砷献饥曙才怠晚祷癸克速掇姓啡畦袋篙职诧素Chapter 2 Distributive BargainingChapter 2 Distributive Bargaining 2-* McGraw-Hill/Irwin ?2006 The McGraw-Hill Companies, Inc., All Rights Reserved The Distributive Bargainin