In the distributive approach each negotiator fights for the largest possible piece of the pie, so parties tend to regard each other more as an adversary than a partner and to take a harder line. Distributive negotiation operates under zero-sum conditions and implies that any gain one party makes is at the expense of the other and vice versa. Give a solid handshake. Put yourself in their shoes — People tend to search for information that confirms his or her own beliefs and often ignore information that contradicts prior beliefs. In sports, athletes in the final year of their contracts will ideally hit peak performance so they can negotiate robust, long-term contracts in their favor.
The "good guy" appears more reasonable and understanding, and therefore, easier to work with. Examples of incongruity in body language include: One should be open to other views and attempt to approach an issue from the perspective of the other. They see others as adversaries and their ultimate goal is victory. Distributive bargainers conceive of negotiation as a process of distributing a fixed amount of value. More often than not they are subtle, difficult to identify and used for multiple purposes. A distributive negotiation often involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future, although all negotiations usually have a distributive element. Gains in this scenario are not at the expense of the Other, but with it. In essence, it is using the law of relativity to attract cooperation. Understanding one's BATNA can empower an individual and allow him or her to set higher goals when moving forward. In order to negotiate effectively, it is important to empathize with the other party's point of view. Tactics include more detailed statements and actions and responses to others' statements and actions. Integrated negotiation is not to be confused with integrative negotiation, a different concept as outlined above related to a non-zero-sum approach to creating value in negotiations. The best strategy is to ask a lot of questions to develop, if not an exact, but a guess about the other sides BATNA to know your position in the negotiation. Accommodators are sensitive to the emotional states, body language, and verbal signals of the other parties. Each seeks to accord the Other enough benefit that it will hold to the agreement that gives the first party an agreeable outcome, and vice versa. Several layers of decision-making authority is used to allow further concessions each time the agreement goes through a different level of authority. The leverage gained in these rail negotiations more than offset the additional operating costs of sending his oil to Cleveland for refining, helping establish Rockefeller's empire, while undermining his competitors who failed to integrate their core operating decisions with their negotiation strategies. Negotiators use the bogey tactic to pretend that an issue of little or no importance is very important. Accommodating Individuals who enjoy solving the other party's problems and preserving personal relationships. Flinching is showing a strong negative physical reaction to a proposal. Inaction is a passive means of dealing with disputes. Thomas identified five styles or responses to negotiation. In a like manner, one can "anchor" and gain advantage with nonverbal body language cues. Negotiators show poor receptivity when their hands are clenched, crossed, positioned in front of their mouth, or rubbing the back of their neck. Their eyes may be squinted, jaw muscles clenched and head turned slightly away from the speaker Arms and hands:
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