Can I read Distributive Bargaining Strategies Guide on EtoBox?
Distributive Bargaining Strategies Guide by Ferrin Eka is a document available to read on EtoBox.
What is Distributive Bargaining Strategies Guide about?
This document discusses strategies and tactics for distributive bargaining negotiations. It covers: 1) Two important factors negotiators should consider when making offers: value characteristics and content characteristics. 2) Research showing advantages to making the first offer but how the effect can be dampened by focusing on resistance points. 3) The role of concessions in distributive bargaining negotiations and ensuring enough room in bargaining ranges to make concessions.
- Author
- Ferrin Eka
- Language
- EN