Distributive bargaining
Distributive bargaining is a form of negotiation where the interest of one person is in direct competition with other personal interest. In this form of negotiation, the best a distributor can do is to further his position or deal. As such, the fundamental aim of this paper is to discuss four tactical tasks that negotiator must pay attention to distributive negotiations.
First, a negotiator must determine the termination cost and outcome value. This is taken as the most crucial step in distributive negotiation since it involves evaluation outcome values and the resistance point of the other party. This involves indirect and direct assessments. Whenever there is direct evaluation, the distributive negotiator is in a significant position of acquiring first-hand information on the background factors driving an issue. Alternatively, in an indirect assessment approach, the distributive negotiator is on the position of acquiring information about the determinant factors driving the issues from second sources and not from the first party involved.
Second, the distributive negotiator must learn how to manage the impression. In this section, tactical task distributive negotiators play a role of creating a reaction to the other parties by the act of screening the position. This form of tactical task hinders the other parties form acquiring the information. The fundamental purpose of this tactical task is to the upper hand in the negotiation by delivering cognitive issues. By that, this tactical task furthers their course without even offering more negotiation information to the other parties.
Third, the distributive negotiators create and modify the perception for the opponent parties. In this tactical task, there are two procedural methods to create and modify the perceptions of the other parties. The first method is achieved through interpretation of the party proposal. The second procedural method is achieved by concealing the information to the other parties. The essential point to note in a distributive negotiations situation is that the primary aim of this course is to push your issue or idea to the other party argument.
Four, the distributive negotiator manipulate the outcomes and the cost of termination and delay. In this tactical task, there are three procedural method o achieving better negotiations, which include manipulation of negotiation schedule, alliancing the formation of negotiation with an outsider to empower your position and involving in disruptive action.