following are the steps for distribution negotiation except
Answers
Each party in a distributive bargaining negotiation needs to know their resistance and target points relative to the desired outcome. Resistance points are the points at which the parties will break negotiations if crossed, while target points are the point at which each party would like to see a settlement reached. These are not typically shared with the other party sitting across the table from you. Sometimes you discover these points only when you cross them and the other party reacts.
2. Obtain information
You need to try to obtain information about the other party’s target and resistance points, if you can. This information can be obtained or assessed either indirectly or directly. Indirect assessment means determining what information the other party used to set his or her resistance point and target point. You may find yourself making assumptions about the basis for the other party’s thresholds or ask around to see if you can find out anything useful. Direct assessment doesn’t usually occur in the distributive bargaining process as the parties usually don’t want to directly reveal accurate or precise information about their target and resistance points.
3. Make an opening offer
Another step in a distributive bargaining scenario is making an opening offer. Opening offers can anchor a negotiation situation and set the tone for the process. The attitude with which the opening offer is given is also important. Remember, you send a message to the other party with your opening offer. An exaggerated opening offer is usually coupled with a tough competitive stance. In this case, be sure to have viable alternatives ready in case he goes below the other party’s resistance point.