Bargaining: Dividing the Pie Without Getting Angry
About the Lecture
The lecture Bargaining: Dividing the Pie Without Getting Angry by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:
- Distributive Bargaining
- Bargaining Process
- Elements & Agreement
- Concessions
- Anchoring
Included Quiz Questions
What are characteristics of distributive bargaining?
- Division of fixed resources.
- Convergence through concessions.
- Neither side wishes to reduce expectations.
- Interest-based negotiations.
- Dialogue about long-term relationship.
What are the tactics used in distributive bargaining?
- Push for a solution close to the other’s resistance point.
- Change the subjective utility of the other side.
- Convince other side the offer is the best they will get.
- Discuss mutual interests
- Create join gains.
Name three offer points on the settlement range.
- Starting
- Resistance
- Target
- Mid point
- End point
Three interesting observations about concessions.
- People expect concessions.
- People feel cheated dis no concessions are made.
- Take or leave offers are always perceived with scepticism
- Concessions are transparent.
- Concessions are always fair.
How can we assess a resistance point?
- Direct and indirect information.
- Priorities and motivation of parties.
- Urgency of the other side to make a deal.
- By asking the other side.
- By asking friends and colleagues.
What are some tips to avoiding confrontations?
- Allow space for a healthy concession making process.
- Do not take back concessions already made.
- Recognize generous concessions.
- Explain why you have to say no
- Be aggressive.
Author of lecture Bargaining: Dividing the Pie Without Getting Angry
Dr. Juan Diaz-Prinz
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