2 Integrative vs Distributive Warming-up Questions 1. Do you believe in IN? 2. Can you name some differences btwn in dn? 3. Why is the distinction in btwn so important?
2 Integrative vs Distributive Warming-up Questions 1. Do you believe in IN? 2. Can you name some differences btwn IN & DN? 3. Why is the distinction in btwn so important?
Why is the distinction in btwn so important? If'you want to play well, you need to know the rules of the game The Negotiators mental models are central to understanding how the negotiation game is defined How parties understand the game is a critical determinant of how they play the game
Why is the distinction in btwn so important? If you want to play well, you need to know the rules of the game. The Negotiators’ mental models are central to understanding how the negotiation game is defined. How parties understand the game is a critical determinant of how they play the game
2 Case illustrations Case illustrations
2 …Case illustrations • Case illustrations
Case 1 Customer Storekeeper How much do you want for this This is a beautiful antique, isnt brass dish? it? i guess i could let it go for $500 Oh come on, it's dented. I'll give Really! I might consider a you $175 serious offer, but $175 certainly Isnt serious Well, I could go to $200, but I You drive a hard bargain, young would never pay anything like lady. $425 cash, right now $500. Quote me a realistic price It cost me a great deal more than $200 that. make me a serious offer
Case 1 Customer Storekeeper How much do you want for this brass dish? This is a beautiful antique, isn’t it? I guess I could let it go for $500. Oh come on, it’s dented. I’ll give you $175. Really! I might consider a serious offer, but $175 certainly isn’t serious. Well, I could go to $200, but I would never pay anything like $500. Quote me a realistic price. You drive a hard bargain, young lady. $425 cash, right now. $200. It cost me a great deal more than that. Make me a serious offer
Distributive negotiation As goals and B’ s goals and demands demands
Distributive negotiation A’s goals and demands B’s goals and demands