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What Is Distributive Negotiation?

By on / Negotiation Skills

distributive negotiation

What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only one issue at stake, typically price. When you are negotiating with a merchant in a foreign bazaar, or over a used car closer to home, you are generally … Read More 

When Not to Show Your Hand in Negotiations

By on / Negotiation Skills

Negotiations

Here, we consider four types of information that may be best kept under wraps: sensitive or privileged information, information that isn’t yours to share, information that diminishes your power, and information that may fluctuate during negotiations.

Fearful of being hurt by revealing too much information, most negotiators play their facts and preferences close to the vest. … Read More 

Conflict Management and Negotiation: Personality and Individual Differences That Matter

By on / Conflict Resolution

negotiation

Although Elfenbein and her colleagues did find that negotiators performed at a similar level from one negotiation to the next, to their surprise, these scores were only minimally related to specific personality traits. And traits that are basically unchangeable, such as gender, ethnic background, and physical attractiveness, were not closely connected to people’s scores.

A small … Read More 

Persuasive Parenting through Negotiation

By on / Negotiation Skills

persuasive parenting

In his book How to Negotiate with Kids…Even When You Think You Shouldn’t (Viking, 2003), Scott Brown, a co-founder of the Harvard Negotiation Project at Harvard Law School, outlines a framework for dealing with your children using the principles of negotiation.

He identifies six principles of “persuasive parenting” that will allow you and your child to … Read More 

Negotiation Team Strategy

By on / Negotiation Skills

negotiation team

Some negotiations are simple enough to handle on our own, but those deals are increasingly rare in the business world. These days, to thrive in negotiation, you often need to be able to work effectively as part of a negotiation team. … Read More 

BATNA and Risky Negotiation Tactics

By on / BATNA

BATNA

Your BATNA is your “best alternative to a negotiated agreement.” Expect that your negotiating counterpart has one going into a negotiation, and so should you. Below is a good BATNA negotiation example involving how to leverage your away-from-the-bargaining-table options and the risks inherent with such a negotiation strategy. … Read More