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Navigable Slide Index

1. Introduction
2. Value claiming
3. Value creation
4. The underlying interests of both negotiators
5. Transactional or commercial negotiations
6. Planning for bargaining in a distributive context
7. Bargaining ranges
8. Distributive bargaining negotiation tactics
9. Cooperative tactics
10. Style vs. Substance
11. Information gathering
12. Power
13. Initial demands
14. Firmness of initial demand
15. Justification for initial proposal
16. Responding to reasonable initial demand
17. Responding to extreme initial offer
18. Concessions
19. Tactics to encourage other party's concessions
20. Tactics to limit one's own concessions
21. Achieving closure
22. Putting it all together
23. Tactics when negotiating distributive issues (1)
24. Tactics when negotiating distributive issues (2)
25. Tactics when negotiating distributive issues (3)
26. Thank you

Topics Covered

• Value claiming and value creation
• Problem-solving or integrative bargaining
• Distributive or "zero-sum" bargaining contexts
• Reservation point
• Goals and aspirations
• Competitive tactics
• Cooperative tactics
• Objective criteria
• Style contrasted with tactics or strategy
• Informational bargaining
• Nonverbal cues
• Bargaining power
• BATNA
• Preparation
• Home turf
• Initial proposals
• Anchoring
• Responses to initial proposals
• Concessions
• Threats
• Promises
• Arguments
• Limiting concessions
• Consecutive concessions
• Closure
• Deadlines and ultimatums
• Splitting the difference

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on October 27, 2011