BUS403: Negotiations and Conflict Management (2016.A.01)

Watch this video on distributive negotiation to learn when this strategy might be appropriate and when a collaborative (or integrative) strategy may result in "expanding the pie" for both parties. Parties often use distributive bargaining (or win-lose bargaining) when they are negotiating over price. Words often associated with one or both parties in this type of bargaining include deadlock, final offer, firm, hostile, ultimatum. Inherent in distributive negotiation are the concepts of the target price, buyer's resistance point, seller's public (asking) price, seller's resistance point, and bargaining range.