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Published byMartina Whitehead Modified over 9 years ago
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Negotiation and Bargaining Distributive or integrated Negotiation ?
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Negotiation and Bargaining Introduction Need Theory and Negotiation Strategies of Distributive Bargaining Strategies and Tactics of Integrated Negotiation
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Need Theory and Negotiation Needs –the Basis –Driving Forces for a Negotiation Features of Needs Maslow’s Need Theory Application of Need Theory in Negotiation Three levels of Interests
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The Features of Needs Specific Repetitious and continuous Selective Constantly developing
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Maslow’s Need Theory Physical needs Security or safety needs Social needs Ego or Esteem needs Self-actualization needs
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Three levels of interests Individual interest Company interest State interest
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Strategies and Tactics of Distributive Bargaining Features of distributive negotiation Strategies used
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Features of distributive negotiation Conflicting goals Money issues One-shot deal
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Strategies Used The buyer has four strategies to choose from: –to push for a settlement close to the seller’s resistance point; –to persuade the seller to change his/her resistance point; –to get the seller to reduce his/her resistance point; –to get the other party to think that he/she has got the best possible deal.
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Strategy and Tactics of Integrative Negotiation— Principled Negotiation People Problem VS Physical Problem Positional Negotiation VS Interest Negotiation Invent Options for Mutual Gains Insist on Using Objective Criteria
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