The negotiators using this approach aim at getting the most out of the negotiation, basically a big piece of ‘the pie’.The approach is often perceived as being based on a powerful position from which one negotiates.The transactional nature of distributive negotiation makes it suitable for the one-off purchases in which creation of relationship with suppliers is a waste of time.This would mean pushing past the other party’s resistance point and to the desired outcome This approach ensures that the negotiator is focused on their position and nothing more.The merits of this negotiation will include Win lose negotiation has its advantages and disadvantages. Or are you interested in both the relationship and the results?įor distributive negotiation, which is the subject of this article the answer is always, “I am interest in the results of the negotiation and nothing much.” This makes the negotiation rather transactional.Are you interested in the relationship with the other party?.Are you interested in results of the negotiation?.For the most part the choice between win lose negotiation and win-win just comes down to answering these questions
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