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Types of Negotiation
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Click here to view a video on negotiating skills.
Distributive Negotiation
This is commonly referred to as win–lose negotiation. In this kind of negotiation there is an underlying belief that one party will come out of it better than the other.
There are several elements that are often found in distributive negotiation.
They include:
- Taking up a committed position.
- Threats and intimidations.
- Aggressive behaviour.
- Manipulation.
- Good-guy/bad-guy games.
- Personal attacks.
- Delays and distractions.
In distributive negotiations there is usually an underlying conflict, often extending beyond the conflicts of the actual situation being negotiated. This kind of negotiation also occurs where you think that the other party will be very reluctant to give in to your wishes.
Click here to view a video that explains distributive bargaining: slicing the pie.
Click here to view a video that explains distributive bargaining tactics: pie slicing strategies.