Distributive Negotiations

Hardball Tactics

Highball/Lowball

Chicken

Intimidation

Blizzard

Nibble

Good Cop/Bad Cop

Claiming Value

Concessions

Commitment

Impasse

Power Tactics

Rationality

Ingratiation

Coalition Building

Assertiveness

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.

Imposing Sanctions