1. Negotiation and Bargaining Distributive or integrated Negotiation ?

2. Negotiation and Bargaining  Introduction  Need Theory and Negotiation  Strategies of Distributive Bargaining  Strategies and Tactics of Integrated Negotiation

3. Need Theory and Negotiation  Needs –the Basis –Driving Forces for a Negotiation  Features of Needs  Maslow’s Need Theory  Application of Need Theory in Negotiation  Three levels of Interests

4. The Features of Needs  Specific  Repetitious and continuous  Selective  Constantly developing

5. Maslow’s Need Theory  Physical needs  Security or safety needs  Social needs  Ego or Esteem needs  Self-actualization needs

6. Three levels of interests  Individual interest  Company interest  State interest

7. Strategies and Tactics of Distributive Bargaining  Features of distributive negotiation  Strategies used

8. Features of distributive negotiation  Conflicting goals  Money issues  One-shot deal

9. Strategies Used  The buyer has four strategies to choose from: –to push for a settlement close to the seller’s resistance point; –to persuade the seller to change his/her resistance point; –to get the seller to reduce his/her resistance point; –to get the other party to think that he/she has got the best possible deal.

10. Strategy and Tactics of Integrative Negotiation— Principled Negotiation  People Problem VS Physical Problem  Positional Negotiation VS Interest Negotiation  Invent Options for Mutual Gains  Insist on Using Objective Criteria