Negotiation Flashcards
1
Q
Distributive/Position Based Negotiation
A
Single issue; win-lose; fixed pie to be divided
2
Q
Integrative/Interest Based Negotiation
A
Multiple issues; win-win; expand pie for everyone
3
Q
ZOPA
A
Distributive bargaining: Zone of possible agreement (how high the buyers would go and how low the seller would go)
4
Q
BATNA
A
Distributive bargaining: Best alternative to a negotiated agreement (the willingness to go out of the zone they want)
