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POSITIONAL BARGAINING IS:

• A traditional approach
• Hard Bargaining
• Commit to position early in negotiation
• Win-Lose
• Resources are limited
• My Needs Only
• My Interests Only
• Me against You Competition - you are my opponent
• Little priority on future relationships
• Confrontation
• Defensiveness
• Assertiveness
• Position Based - there is only one solution, mine
INTEREST-BASED BARGAINING IS:

• Win-Win
• Outcome based on needs of all parties
• Based on Mutual Interests
• Believing that resources are not necessarily limited (expanding the "pie")
• Future relationships as high priority
• Co-Operation
• Assertiveness
• Joint Problem Solving
• Not just the bottom line
• Objective criteria
• Respect the people
• Bargain hard on interests
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