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  • Negotiation Vs Bargaining

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    YvetteNavarro
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    Negotiation seeks a win-win outcome where both parties find the solution mutually acceptable, while bargaining is a competitive win-lose process where one party gains an advantage. The bargaining process involves opening positions meant to shock the other side, concessions to influence resistance points, and commitments to end discussions. In contrast, the negotiation process allows parties to be satisfied with an agreement through an integrative approach.

    Descripción original:

    differences between negotiation and bargaining

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    Negotiation vs Bargaining

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    Negotiation seeks a win-win outcome where both parties find the solution mutually acceptable, while bargaining is a competitive win-lose process where one party gains an advantage. The bargaining process involves opening positions meant to shock the other side, concessions to influence resistance points, and commitments to end discussions. In contrast, the negotiation process allows parties to be satisfied with an agreement through an integrative approach.

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    © All Rights Reserved
    Descargue como PPTX, PDF, TXT o lea en línea desde Scribd
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    200 vistas4 páginas

    Negotiation Vs Bargaining

    Cargado por

    YvetteNavarro
    Negotiation seeks a win-win outcome where both parties find the solution mutually acceptable, while bargaining is a competitive win-lose process where one party gains an advantage. The bargaining process involves opening positions meant to shock the other side, concessions to influence resistance points, and commitments to end discussions. In contrast, the negotiation process allows parties to be satisfied with an agreement through an integrative approach.

    Copyright:

    © All Rights Reserved
    Descargue como PPTX, PDF, TXT o lea en línea desde Scribd
    Marcar por contenido inapropiado
    de 4

    Negotiation vs Bargaining

    Yvette Navarro

    Differences
    NEGOTIATION
    (Integrative)

    BARGAINING
    (Distributive)

    Describes a winwin situation

    Describes a
    competitive winlo situation

    Both parties are


    satisfied with
    mutually
    acceptable
    solution

    One party leaves


    with a clear
    advantage

    Bargaining Process
    Opening
    Positions

    Concessions

    Commitments

    Closing

    Used to influence the other part resistance point by


    shocking them about your expectations
    People will generally accept the first or second offer that
    is better than their target point
    Taking a position that can be interpreted as an explicit or
    implicit pledge regarding a course of action
    Give a brief summary of the discussion and offer your
    closing position to signal an en to the convertation

    Negotiation process

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