SKILLS S2‚ 2012 WEEK 2: DISTRIBUTIVE BARGAINING 2 Today’s lecture: Distributive bargaining • • • • • The basic negotiation strategies Distributive bargaining scenarios Fundamentals of distributive bargaining Tasks to focus on Distributive tactics • Results from conflict management styles survey 3 Choosing a negotiation strategy • Distributive • Conflicting goals‚ fixed pie (“zerosum game”)‚ task is to claim value and maximize personal gains • Shared goals‚ expandable pie (“winwin”)
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Congressman from California. I felt that Mr. Bacerra was baited into making a negative comment about President Clinton’s endorsement of President Obama. Although Mr. Cavuto was cordial and respectful when talking to his guests‚ his interviewing tactics were heavy-handed‚ and seemed like thinly veiled attempts to discredit the Democratic Party. I found the entire program to be biased against the Democrats. All of the promotions for upcoming shows seemed to hammer the point that Fox News feels that
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used tactics was trying to arouse the partner (cited by 79% of women). Struckman-Johnson and Struckman-Johnson (1998) discovered that out of 318 college males 43% had been coerced into a sexual act with a woman at least once since the age of
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Post-Negotiation and Case Analysis for ABC/Local 190 Group 9 Xiangnan Liu‚ Jing Zhang‚ Miao Hou‚ Qun Xie‚ Yiping Cao 03/11/2013 1.1 Parties involved in the Hormel negotiations. In the Hormel negotiations‚ there are four main parties‚ Hormel Company‚ union Local P-9‚ United Food and Commercial Workers international（UFCW）and Local P-10er‚ which stands for dissident group of Local P-9. 1.2 Primary goals/interests of each party. The primary goal of Hormel Company was to keep the
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The 1997 Teamster strike against UPS was not simply a victory‚ but a smashing victory for the US working class and therefore offers many valuable lessons for today’s labor militants‚ both with respect to the strategic orientation and the day-to-day tactics. UPS is a “Fortune 500” company‚ meaning it is one of the most profitable in the nation‚ boasting of a $1.15 billion profit margin prior to the strike. In 1992‚ the workforce was evenly divided between full-time and part-time workers‚ but by 1996
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Case Study: BP Texas Refinery Introduction According to Lewicki‚ Saunders & Minton (2003)‚ adopting an unethical approach to negotiation in business can have serious consequences. A recent explosion at the British Petroleum (BP) Texas refinery on 24 March‚ 2005 reiterated this and demonstrated the effect of an unethical approach to negotiation with the death of 15 contract workers. Ethical behaviour refers to the standards of conduct such as honesty‚ fairness‚ responsibility and trust. (Lewicki
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or the kiss of death‚ depending on one ’s perspective. There are numerous media accounts of the corporate pillar of rock riding its suppliers into the ground. But what about those who manage to survive‚ and thrive‚ while dealing with the classic hardball negotiator? In "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart" HBS professor Jim Sebenius and Research Associate Ellen Knebel show an organizations doing just that. The case is part of a series that involve hard bargaining situations
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Grail or the kiss of death‚ depending on one’s perspective. There are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive‚ and thrive‚ while dealing with the classic hardball negotiator? In "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart" and "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart‚" HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations
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problem or dispute between the parties. 70. (p. 15) Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation. In distributive situations negotiators are motivated to win the competition and beat the other party‚ or gain the largest piece of the fixed resource that they can. In order to achieve these objectives‚ negotiators usually employ "win-lose" strategies and tactics. This approach to negotiation—called distributive bargaining—accepts the fact that
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How did you prepare for this negotiation? Why did you prepare in this manner? A. Identify the issues that you thought were the most important issues to be negotiated‚ and briefly explain why you thought they were the most important. In preparation for this negotiation‚ I studied the case diligently. I wrote down‚ what I felt were the key issues for Joe Tech. I also made a list of pros and cons associated with each issue. I prepared in this manner because it gave me the opportunity to effectively
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