The top documents tagged [opponents resistance]

Negotiation Lewecki Ch 2 Distributive Negotiations [sav lecture]

Strategy and Tactics of Distrtibutive Negotiation [Sav Lecture]

Chap002

INChap002

CHAPTER TWO Strategy and Tactics of Distributive Bargaining McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.

Bargaining Zone Framework Initial offer Target point Resistance point Contract zone (or settlement range) Essence of negotiations involves trying.

Bargaining Zone Framework

1 CHAPTER TWO Strategy and Tactics of Distributive Bargaining (Slicing the Pie)