Negotiation Management, Analysis and Support
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Negotiation Management, Analysis and Support |
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| Distributive Negotiations |
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| Single issue negotiations | ||
Why study distributive negotiations?
- there are situations that are distributive in nature,
- people use distributive negotiation strategies and tactics,
- they often are easier to conduct and require less effort,
- they allow to introduce key concepts, tacticts and strategies, and finally
- they can be automatized; a mechanistic approach can be used.
Two-party single issue bargaining, haggling over price is a typical example.