Description
- In a distributive bargaining scenario, how do I get the other party to go along? How do I "win"?
- Does bad faith exist in a distributive bargaining scenario? For instance, when selective presentation is used, does it ever become an exercise in bad faith?
- Provide examples from your own experience.
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Distributive bargaining
It is a situation where one of the parties negotiating has inadequate resources and
therefore, the other party in the negotiation process may be forced to loose something significant
if he accepts to conduct business with the other party. It is a bargaining scenario of win-lose and
it is very competitive as the goals of the parties which are involved in the negotiation are always
conflicting. The parties have limited and fixed resources an...
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