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Selected Works of Donald G Gifford
Presentation
The inherently distributive aspects of many bargaining interactions
Faculty Scholarship
  • Donald G. Gifford, University of Maryland Francis King Carey School of Law
Link
Document Type
Video
Publication Date
10-1-2011
Keywords
  • negotiation,
  • bargaining
Comments

Professor Gifford's talk is part of the Marketing and Management Collection of the Henry Stewart Talks and is available online from http://hstalks.com/?t=MM1342946-Gifford. A brief excerpt from the talk can be accessed at http://hstalks.com/lib.php?t=HST135.2946_1_2&c=250

Abstract

TOPICS COVERED IN THE INHERENTLY DISTRIBUTIVE ASPECTS OF MANY BARGAINING INTERACTIONS

Value claiming and value creation - Problem-solving or integrative bargaining - Distributive or "zero-sum" bargaining contexts - Reservation point - Goals and aspirations - Competitive tactics - Cooperative tactics - Objective criteria - Style contrasted with tactics or strategy - Informational bargaining - Nonverbal cues - Bargaining power - BATNA - Preparation - Home turf - Initial proposals - Anchoring - Responses to initial proposals - Concessions - Threats - Promises - Arguments - Limiting concessions - Consecutive concessions - Closure - Deadlines and ultimatums - Splitting the difference

Disciplines
Citation Information
Gifford, D.G. (2011), "The inherently distributive aspects of many bargaining interactions", in Craver, C.B. (ed.), Negotiations and Bargaining: , The Marketing & Management Collection, Henry Stewart Talks Ltd, London (online at http://hstalks.com/?t=MM1352946-Gifford)