1: Strategy and Tactics of Distributive Bargaining
Seeing Things My Way
In a distributive bargaining situation, how do I get the other party to go along?
When is selective presentation an effective negotiating technique, and when does it become an exercise in bad faith? Provide examples from your own experience.
2: Strategy and Tactics of Distributive Bargaining
Winning at Win-Lose
Should I open "high", and should I concede anything? How firm should my final offer be? If I commit to a position, can I walk away from it? What do I do if the other party plays hardball? Use examples from your own experience.