Foundational Overview Cross Cultural Component

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Foundational Overview Cross Cultural Component Importance of negotiation The Distributive Bargaining Situation Goals of one party are in fundamental , direct conflict to another party Win-Lose -- Slicing the Pie Resources are fixed and

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Foundational Overview Cross Cultural Component Importance of negotiation<br>
02
The Distributive Bargaining Situation Goals of one party are in fundamental , direct conflict to another party
“Win-Lose” -- “Slicing the Pie”

Resources are fixed and limited
“The more one gets, the less the other gets”

Maximizing one’s own share of resources is the goal<br>
03
Opinions on Distributive Bargaining Some people like it: -- they define “Negotiation” as distributive.

Others:
- Avoid it at all costs
Confrontational
Destructive Regardless, you need to know it because:
Some situations require it
Needed when we Claim Value in “Win-Win” negotiations
Some like to use it against you.<br>