About This Chapter
Distributive & Integrative Bargaining - Chapter Summary
This interesting chapter covers distributive and integrative bargaining, including bargaining strategies used in conflict resolution and real-world examples of distributive bargaining. The lessons also look at the seven influence tactics used in organizational behavior and and the influence of BATNA on power during negotiations. You can take your time as you complete these lessons and review the lessons as many times as you need to master these concepts. Feel free to reach out to one of our instructors with any questions you might have. After completing this chapter, you should be ready to:
- Define hardball negotiation tactics and explain how to respond to them
- Give an example of positional bargaining
- Describe the applications of game theory
- Differentiate between positive, negative and zero sum games
- Provide a definition for integrative bargaining
- Use strategies to focus on interests during integrative negotiation
- Explain the method associated with principled negotiation
- Outline brainstorming and other big picture thinking strategies
- Evaluate alternatives in negotiation objectively
- Detail the role of disclosure and trust in negotiation
1. Bargaining Strategies in Conflict Resolution: Distributive and Integrative Bargaining
Bargaining is a joint process of finding a mutually acceptable solution to a complex conflict. There are two types of bargaining that can be used by individuals daily in an organizational environment.
2. What is Distributive Bargaining? - Definition & Examples
When two competitive people negotiate over how to split a pie, there's usually a winner (bigger piece) and loser (smaller piece). In this lesson, we'll examine the use of distributive bargaining in negotiations and provide examples.
3. The Seven Influence Tactics Used in Organizational Behavior
Power is not always used where we can see it. Sometimes, it is more a part of a person's actions than someone directly telling you to do something. In this lesson, we will address different power tactics and how they are sometimes used in the workplace.
4. How BATNA Influences Power During Negotiations
Your BATNA (best alternative to a negotiated agreement) can be the ace up your sleeve when you walk into the bargaining room. In this lesson, we'll examine the best way to use your BATNA for maximum power in a negotiation.
5. Hardball Negotiation Tactics: Definition & Examples
When people hear the term 'hardball negotiations,' they may think someone is being forceful or even a little dishonest. In this lesson, we'll examine what this really means in business and give some examples.
6. How to Respond to Hardball Negotiation Tactics
In a negotiation, the other party might try to press your emotional buttons through a variety of forceful tactics—welcome to hardball. In this lesson, we'll examine the best ways to recognize and counter hardball negotiation tactics.
7. What is Positional Bargaining? - Definition & Examples
Sometimes, negotiations don't always end in a clear winner, and sometimes, that is acceptable. This lesson will discuss positional bargaining and provide examples of its use.
8. Game Theory: Examples & Applications
In this lesson, you can explore the concept of game theory. Learn the definition, then take a look at a couple of examples: the prisoner's dilemma and the car-buying process.
9. Game Theory: Positive, Negative & Zero Sum Games
Game theory can help describe the reasons that businesses choose to cooperate with or compete against each other. This lesson explores some of the game conditions that impact business negotiations.
10. What is Integrative Bargaining? - Definition & Examples
If your goal in a negotiation is a win-win solution where you and the other party can remain friends, maybe integrative bargaining is your style. In this lesson, we define integrative bargaining and give some real-world examples.
11. Strategies for Focusing on Interests During Integrative Negotiation
With emotions and bias running high in bargaining, it's easy for focus to shift to the negotiators instead of where it should be, on the party's interests. In this lesson, we'll examine strategies for focusing on interests during negotiation.
12. Principled Negotiation: Definition, Method & Example
If you believe that negotiation is a win-at-all-costs slug fest, principled negotiation might not be for you. In this lesson, we'll examine principled negotiation (also known as interest-based) and provide usage examples.
13. Brainstorming & Other Big Picture Thinking Strategies
Brainstorming, removing boundaries and focusing on possibilities are just a few ways to increase big picture thinking in a business. This lesson focuses on coming up with innovative, fresh ideas and solutions in business.
14. How to Objectively Evaluate Alternatives in Negotiation
In a negotiation where emotions and bias might run high, what's the best way to objectively evaluate alternatives proposed by the other side? In this lesson, we'll examine criteria to use for making an objective evaluation.
15. The Role of Trust & Disclosure in Negotiation
Should you build trust at the bargaining table by laying out all your cards in the beginning, or is there a better way? In this lesson, we'll examine how trust and disclosure interact in a negotiation and discuss effective strategies.
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Other chapters within the Business 319: Negotiations & Conflict Management course
- Introduction to Negotiation & Conflict Management
- Negotiation Terminology & Process
- Conflict Resolutions
- Collaborative Problem Solving & Decision Making
- Negotiation Strategies, Perception & Bias
- Communication & Negotiation
- Persuasion in Negotiation
- Types of Negotiations
- International Negotiation
- Required Assignments for Business 319
- Studying for Business 319