Distributive bargaining, A competitive type of negotiation where the parties divide a fixed amount of resources; what one side gains, the other loses (a zero-sum situation)., Target point, The ideal outcome you hope to achieve in the negotiation; your goal or aspiration level, Resistance point, The worst acceptable outcome you are willing to take before walking away; beyond this point, you prefer no agreement​, BATNA, The best option you have if the current negotiation fails., Bairganing range/zone, The range between the buyer’s and seller’s resistance points., Settlement point, The final outcome where both parties ultimately agree, usually somewhere between their resistance points​, Initial offer, The first formal proposal made by a negotiator; it anchors the discussion and sets the starting point for bargaining., Concessions, The changes each side makes from their initial positions to move closer to agreement; their size and pattern send signals about limits and flexibility​

Negotiations

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