OBHR 4P65 Chapter 2: Chapter 2

• School: Brock University
• Department: Organizational Behaviour and Human Resources
• Course: OBHR 4P65
• Professor: Dave Whitehead

Document Summary

Chapter 2 strategy and tactics of distributive bargaining. Target point point at which a negotiator would like to conclude negotiations (aspiration) Resistance point negotiators bottom line, of point at which they are indifferent to a deal most willing to pay/least willing to settle for (reservation price) **not known and should be kept a secret. Bargaining zone space between resistance points of each negotiator (zone of potential agreement) Batna will influence decision to close a deal or walk away; provides more power b/c it clarifies what will do if an agreement cannot be reached. 2 tasks are important in all distributive bargaining situations: discovering other party s resistance point. *resistance point, some of targets, and confidential information about weak strategic position or an emotional vulnerability are best concealed. Must establish points effectively and convincingly: influencing other party s resistance point. Value the other attaches to a particular outcome. Costs the other attaches to delay or difficulty in negotiations.