Summary
This chapter talked about the basic element of a distributive bargaining situation which can be explained into 3 points; Opening, Target, and Resistance point. Each of these elements is foundational to understanding how negotiation works.
There are some tactics to achieve the bargaining and some deals to handle the other party’s resistance point negotiation.
This chapter also mentioned "bargaining mix" and the stucture of distributive bargaining. Finally, distributive bargaining skills are important at the value claiming stage of any negotiation.
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