列维奇 商务谈判（第8版）Lewicki8eChapter02.pptxVIP

NegotiationSection 01:Negotiation FundamentalsChapter 02:Strategy and Tactics of Distributive Bargaining? 2019 McGraw-Hill Education. All rights reserved. Authorized only for instructor use in the classroom. No reproduction or further distribution permitted without the prior written consent of McGraw-Hill Education. The Distributive Bargaining SituationThe target point is a negotiator’s optimal goal.Also called a negotiator’s aspiration.The resistance point is a negotiator’s bottom line.Also called a reservation price.The asking price is the initial price set by a seller.The buyer may counter