列维奇 商务谈判（第8版）IMChap02Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 2 Strategy and Tactics of Distributive Bargaining Chapter Overview The basic elements of a distributive bargaining situation, also referred to as competitive or win-lose bargaining, will be discussed. In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party. Resources are fixed and limited, and both parties want to maximize their sha