Description
What are four important tactical tasks for a negotiator in a distributive situation to consider?
Requirements (please read)
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Explanation & Answer
Attached.
Tactical Tasks for a Negotiator
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Tactical Tasks for a Negotiator
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Tactical Tasks for a Negotiator
Distributive bargaining is a form of bargaining in which the interests of one party are in direct
competition with the interests of a second or third party. In this form of negotiation, an individual
strives to further its position or deal for the product or service on offer (Warntjen, 2010).The four
tactical tasks of a negotiator in a distributive situation might involve the following strategies
Determining the value of the results and the cost of the solution: they are associated with an
important step in non-sustainable negotiations, including assessing the resistance points of the
other party and on the other hand, as part of an approach based on indirect valuation,
entrepreneurs obtain information about potential factors of controversial issues from sources
other than the parties involved.
Management of Impression: This is the second tactical task in which the negotiator
creates an impression for the other party in the allocation of the negotiation, choosing the
position in a way that harms the other party.
The third strategy is for the negotiator to create a specific perception for the other party:
There are two ways to achieve the goal of changing the other party's perception with the
intention of achieving the desired results by the negotiator. One solution is for the negotiator to
explain the outcome of both party's proposal (Warntjen, 2010). The other method is to hide the
information from the other party. An important issue that should be observed by a negotiator
when negotiating a division of labor is that one can advance his or her own process regardless of
the other party's argument on the matter of interest (Warntjen, 2010).
The fourth strategy is to manipulate the cost or impact of delay or termination. There are
only three ways to control these costs: disruptive actions, alliances with outsiders to strengt...
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