Minimum 350 Words
Two academic peer-reviewed articles for references.
must include in-text citations and references in APA style formatting.
Tactical Tasks for a Negotiator in a Distributive Situation to Consider
Distributive bargaining is a type of strategy whereby one party has to lose something for the other party to gain. This form of bargaining is employed in scenarios where fixed assets such as money and assets are being contested. Consequently, a negotiator must employ tactical strategies that will ensure an advantage over the other team. The first strategy is to focus on the other party’s BATNA and reservation value. This helps to determine the type of deals each either party would be in agreement with. Moreover, focusing on the other party’s BATNA allows the negotiator to aim higher and accrue greater value (Ebner & Kang, 2018). Secondly, a negotiator should avoid making one-sided concessions. After making an initial offer, a negotiator should wait for the other party to reciprocate the concession. This is because unilateral concessions are costly to the team. Moreover, should the other party refuse to make a concession, the negotiator should opt-out of the negotiation and utilize the BATNA.
Thirdly, a negotiator should make contingent concessions. This is done to ensure that the other party explicitly understands the ultimatum regarding a negotiator’s concessions. In addition, it forces the other party to make concessions even if they were not willing to at first. A negotiator should be firm enough as to inform the other team that his team’s concessions are only valid if they also make concessions. A contingent concession potentially broadens the scope of discussion and may result in negotiation becoming integrative (Bolkan & Goodboy, 2021). This way, a mutually agreed-upon decision is reached promptly. Finally, a negotiator needs to control the costs of scheduling and closing the negotiations. For example, a negotiator can either increase or decrease the time between meetings which allow the team to play to its strengths. In addition, a negotiator can increase the cost of terminating the meeting for the other party. Consequently, this forces the opponents to yield to demands of the negotiator. This can be done through external support such as instigating a disruptive action. These four tactics ensure high chances of success should they be employed in a disruptive situation.
Bolkan, S., & Goodboy, A. K. (2021). Negotiating in Distributive Bargaining Scenarios: The Effect of Sharing One’s Alternative. Communication Studies, 1-14.
Ebner, N., & Kang, R. (2018). Distributive Bargaining. Forthcoming, Distributive Bargaining.
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