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The hard approach to distributive negotiation may lead to a win-lose outcome.
Distributive Negotiation
Focuses on positions staked out or declared by the parties involved, each of whom is trying to claim certain portions of the available pie.
Win-lose Outcome
A competitive resolution to a conflict or negotiation where one party's gain is directly proportional to the other's loss.
Hard Approach
A management strategy focusing on measurable outcomes, financial targets, and control mechanisms.
- Familiarize oneself with the range of strategies available for settling conflicts and negotiating terms.
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Learning Objectives
- Familiarize oneself with the range of strategies available for settling conflicts and negotiating terms.
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