by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is the bargaining range in a negotiation? The parties generally open up a negotiation with an offer by one party and a response to the offer or counteroffer by the other party. The opening offer and response are known as the parties anchor points. As the name...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What personal and situational factors affect negotiation?Negotiations are far more complicated than just a bundle of facts that negotiators are trying to organize. While facts are the background of negotiation, the following situational factors are readily understood...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is a Distributive Negotiation?A distributive negotiation is a situation in which interests or objectives of the parties are the same and are mutually exclusive. These situations are characterized by a finite or fixed amount of resources. The interest(s) or...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is the best way to handle a distributive negotiation?As previously discussed, a distributive negotiation is generally competitive in nature. One party gains in a negotiation at the expense of the other party. Distributive negotiations can, nonetheless, be...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What is an Integrative Negotiation?An Integrative negotiation involves a scenario where the interests or objectives of each negotiator is not mutually exclusive. These negotiations contain more than one interest or objective. Often, the interests may be complex and...
by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation
What to Do in an Integrative Negotiation?Begin by understanding the primary approach to a distributive negotiation. As part of any negotiation procedure, you must assess your interests and strategy. Below, we outline unique or additional components to the process to...
