BARGAINING TACTICS FOR DISTRIBUTIVE, INTEGRATIVE AND

MIXED MOTIVE STRATEGIES

CLASSIC DISTRIBUTIVE

·       Maintain an inscrutable (or hostile) demeanor; bargain on your own turf and do not be hospitable. Or, alternatively, be very charming.

·       Sacrifice relationship to gains.

·       Argue ad hominen.

·       Use humor at the expense of others.

·       Avoid discussions of the principles that should influence the decisions to be made.

·       Conceal your own interests (appear to ignore the other's interests) while doing your best
to discover the reservation point of the other.

·       Conceal all other relevant information as much as possible.(Dissemble, mislead, lie if necessary.)

·       Be unexpected, (retract former agreements or points of agreement without notice; rattle the other side).

·       Bargain in terms of position, (your position). Talk about your rights.

·       Take extreme positions.


·       Hold these positions tenaciously.

·       Give in only a little, and only if forced.

·       Widen the agenda so you will have bargaining chips you do not care about, to give up.

·       Refer all final decisions to another unknown, or higher authority, (who may even renege if necessary).

·       Set deadlines; create tension; repeat demands; (push decisions through before the other side can assess the implications; conceal negative consequences of the decision for the other side).

·       Don't let anyone else in on anything if possible, except as below.