About distributive bargaining in negotiations:

1. How to recognize distributive bargaining situations. 2. What is the importance of objectives and targets, reserve points, and alternatives. 3. What are the tactical approaches used in distributive situations. 4. How to recognize and defend against hardball tactics used by others?

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1 Recognizing Distributive Bargaining Situations Distributive bargaining situations are characterized by a fixed amount of resources or a fixed pie that needs to be divided between the parties involve... View the full answer