Dealing with Distributive Negotiation Tactics?

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Integrative negotiation tactics? Back to: NEGOTIATIONS What are some distributive negotiation tactics and how should you employ them? Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. They...

Integrative Negotiation Tactics

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Back to: NEGOTIATIONS What are some integrative negotiation tactics and how should you employ them? Expand and Modify the Resource Pie add resources in such a way that both sides can achieve their objectives. Use Nonspecific Compensation allow one person to...

Perception in the Context of Negotiation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article:”Cognitive Framing” in the context of negotiation Back to: NEGOTIATIONS What is perception in the context of negotiation? Perception is the process by which individuals connect to their environment, by ascribing meaning to messages and...

Cognitive Framing in Negotiation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Mental models of negotiation Back to: NEGOTIATIONS What is cognitive framing in the context of negotiation? A cognitive frame is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or...

Mental Models in Negotiation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: What are “Cognitive Biases” in negotiation? Back to: NEGOTIATIONS What are mental models of negotiation? Mental models are the ways in which people understand social and physical systems. While frames concern how individuals receive...

Cognitive Biases in Negotiation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: What is risk and how does risk perception affect a negotiation? Back to: NEGOTIATIONS What are some common examples of cognitive biases in negotiation? Erroneous fixed-pie beliefs – Negotiators often assume that all negotiations are...