In Distributive strategies and tactics, bargaining begins with settings opening, target and resistance points. Resistance points is established by the value expected from a particular outcome, which in turn is the product of the worth and costs of an outcome. Resistance points are the most critical, they define someone’s bargaining range. These points also determine whether you will have a successful negotiation or not.
Negotiations usually included a set of items. This set of items is known as the bargaining mix. These items are important to both parties. Negotiators need to understand what is important to them and to the other party when attempting to negotiate.
The negotiators goal is to reach a final settlement that will satisfy each party and get as close to their resistance points as possible.
Distributive bargaining is a conflict situation where parties seek their own advantage sometimes through concealing information, attempting to mislead or using manipulation actions. These tactics will cause a hostile situation.
In summary, negotiation is the attempt to resolve a conflict without force and without fighting. A successful negotiation is when both parties feel they have achieved the best result possible under the given circumstances.
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