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Strategy and Tactics of Distributive Bargaining

In this chapter, to learn strategy and tactic of distributive bargaining forhelp negotiators understand the dynamics of distributive bargaining and thereby obtain a better deal. It describes story of Larry and Megan that lead me to understand the distributive bargain situation easily.

I have learned the meaning of target point, resistance point bargaining range and bargaining mix. The bargaining range the key of the negotiation begin. Then, it also concerned with four important tactical tasks. In order to make distributive bargaining effectively, understanding process of taking positions is also important. In this field, it is include opening offer, opening stance, initial concessions, role of concession, pattern and final offers. After negotiating for a long time, you must learn to close the deal.