Distributive bargaining mostly calls for a conflict-filled situation in which both parties look for their own advantages by often by hiding information. Therefore, the best tactic in negotiation is to maximize interaction and information sharing that in turn reduces hostility (Lewicki, Saunders, & Barry, 2014). Careful planning and execution of negotiation across the table and monitoring the reaction of the other party are important in distributive bargaining. Also, each step in the negotiation is to be carefully planned with the intention of gaining advantage over the other party. Setting target points throughout the negotiation, and focusing attention on reaching individual targets before moving further is important in distributive bargaining.
The first step in doing an ideal negotiation is establishing relationship with the other party before proceeding further. Relationship also establishes mutual respect between the negotiators. At the same time, both negotiators should not underestimate each other’s natural ability to assess each other. Seeing the other person from one’s own perspective that ultimately leads to a win-win situation to both the parties is the key to a successful negotiation (Mamas, 2015). The process goes on by each person opening up by revealing their needs and exchanging views. A successful negotiator always talks gently and strengthens his argument by emphasizing the benefit the other person gets out of it. The next important step in negotiation is signaling that indicates one’s readiness to move forward with a decision before the deal is closed by both parties reiterating the outcome of the negotiation.
Managing information, alliances and decision rules are the three key stages in managing multiparty negotiations. As more parties and interests are involved in multiparty negotiations, integrating each other’s interests is important for successful negotiation. Secondly, establishing alliances help parties, particularly that are relatively weaker, to protect their own interests. Thirdly, agreeing upon a common rule for taking decisions, like going by the opinion of the majority, is the key to arrive at timely decisions in multiparty negotiations.
Reference
Lewicki, R., Saunders, D., & Barry, B. (2014). Negotiation. London: McGraw-Hill Education
Mamas, M. (2015). 5 steps to master the art of negotiation. Entrepreneur India. Retrieved from https://www.entrepreneur.com/article/253074
