Search results
Results from the WOW.Com Content Network
The more value they have created, the easier this will be, [16] but research suggests that parties default very easily into positional bargaining when they try to finalize details of agreements. [17] Parties should divide value by finding objective criteria that all parties can use to justify their “fair share” of the value created.
Distributive negotiation, compromise, positional negotiation, or hard-bargaining negotiation attempts to distribute a "fixed pie" of benefits. Distributive negotiation operates under zero-sum conditions, where it is assumed that any gain made by one party will be at the expense of the other.
A strategy does not emerge all at once, but over time as a result of consistent patterns of interaction. A forcing strategy generally involves taking a "distributive" or win–lose approach to the negotiations, combined with a " divide and conquer " approach to internal relations in the other side, and an attitudinal approach that emphasizes ...
Cooperative bargaining is a process in which two people decide how to share a surplus that they can jointly generate. In many cases, the surplus created by the two players can be shared in many ways, forcing the players to negotiate which division of payoffs to choose.
People bargaining in a traditional Indonesian pasar malam (night market) in Rawasari, Central Jakarta. In the social sciences, bargaining or haggling is a type of negotiation in which the buyer and seller of a good or service debate the price or nature of a transaction. If the bargaining produces agreement on terms, the transaction takes place.
Social exchange theory is a sociological and psychological theory that studies the social behavior in the interaction of two parties that implement a cost-benefit analysis to determine risks and benefits.
Deadlock (computer science), a situation where two processes are each waiting for the other to finish; Political deadlock or gridlock, a situation of difficulty passing laws that satisfy the needs of the people; Negotiation deadlock or an impasse, a situation where two sides bargaining can't reach an agreement; Deadlock or deadlocked may also ...
The perceived win-set size, however, is just as important as the actual win-set size. If a state's win-set size is perceived to be large, the opposing state will, therefore, have greater bargaining power. Alternatively, if a state's win-set is perceived to be rather small, this can lead to them attaining an advantage in negotiations, whereby ...