Advanced Negotiation Strategies and Tactics

Author(s):

Dr. Michael A. McGinnis, C.P.M., A.P.P.
Dr. Michael A. McGinnis, C.P.M., A.P.P., Associate Professor of Business, Penn State New Kensington, Upper Burrell, Pennsylvania 15068-1798, mam47@psu.edu

87th Annual International Conference Proceedings - 2002 - San Francisco, CA

Abstract

Win-win negotiation strategies work well in many, but not all, situations. This paper identifies issues that favor integrative (win-win) and distributive (win-lose) negotiations and discusses negotiation strategies that are appropriate in different situations. The following section presents a framework for discussing integrative and distributive bargaining. The second section discusses negotiating strategies in win-win and win-lose negotiations. The third section presents factors that facilitate or hinder win-win negotiations. The final section provides a framework for negotiations.