Distributive Negotiations

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Politics - Core Concepts B

luonut caroline dennard

Section B, Question 4: Power, Punishment and Control

luonut G Dickinson

LEARDERSHIP

luonut NUR SYAZWANI IZZATI BINTI WAN GHAZALI

Tempest

luonut Alain Garrido

Distributive Negotiations

Power Tactics

Imposing Sanctions

Upward Appeal

The objective of distributive negotiation is to achieve an efficient compromise 2 by focusing on the distribution of outcomes as opposed to meeting the needs of the parties involved.

Assertiveness

Coalition Building

Ingratiation

Rationality

Claiming Value

Impasse

Commitment

Concessions

Hardball Tactics

Good Cop/Bad Cop

Nibble

Blizzard

Intimidation

Chicken

Highball/Lowball