Title

The inherently distributive aspects of many bargaining interactions

Document Type

Video

Publication Date

10-2011

Keywords

negotiation, bargaining

Comments

Professor Gifford's talk is part of the Marketing and Management Collection of the Henry Stewart Talks and is available online from http://hstalks.com/?t=MM1342946-Gifford. A brief excerpt from the talk can be accessed at http://hstalks.com/lib.php?t=HST135.2946_1_2&c=250

Abstract

TOPICS COVERED IN THE INHERENTLY DISTRIBUTIVE ASPECTS OF MANY BARGAINING INTERACTIONS

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

Disciplines

Dispute Resolution and Arbitration