Distributive Bargaining Styles In Negotiation

Negotiations usually involve some give and take or compromise between parties. According to Lewicki, Saunders, Barry (2011) “Negotiation is the process by which two or more parties attempt to resolve their opposing interests” (p. 6). Negotiating is a part of daily life whether we are aware of them occurring or not (Business Blog Review, 2011). In everything that people do, there are chosen end results and these end results are very likely to affect more than one person. The goal of negotiation is to make sure that all parties involved are equally favored by the actions and results that happens to create these end results. While some transactions are done in a lighter manner without a huge deal of negotiation to say there are other conditions

Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Lewicki, Saunders, and Barry, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining or win-win types of negotiations. Discussing my most recent car buying experience, the integrative negotiation style is one of which resonates the most. “Instead of approaching the problem in competitive as distributive bargaining (claiming value only for one), the integrative negotiation, the parties adopt an attitude aimed at solving the problem and seek a favorable outcome for both” (Business Blog Review,

The two areas that there was an indication of ineffective listening taking place; the first of which was during the test drive when I was voicing concerns regarding the integrity of the vehicle and the salesman was unsure what I was talking about and made up, what he thought to be a viable explanation. This is not effective listening or communication, rather, it is a sideways method of smoothing over a potentially damaging situation to the negotiation. “It is common when listening to someone else speak, to be formulating a reply whilst the other person is still talking; unfortunately, this means that you are not listening to what is being said” (Robertson, 2014).

The second area in which there was ineffective listening taking place during the negotiation was when the salesman and I were discussing trade in options and I was providing information about my vehicle. He was distracted and not writing down the information which later resulted in him having to come ask me the same questions again creating a certain level of frustration at this point in the negotiation process. It is important to pay as much attention in every phase of the negotiation process as you would during the phase that would specifically benefit you the