The inherently distributive aspects of many bargaining interactions

TOPICS COVERED IN THE INHERENTLY DISTRIBUTIVE ASPECTS OF MANY BARGAINING INTERACTIONS Value claiming and value creation - Problem-solving or integrative bargaining - Distributive or zero-sum bargaining contexts - Reservation point - Goals and aspirations - Competitive tactics - Cooperative tactics - Objective criteria - Style contrasted with tactics or strategy - Informational bargaining - Nonverbal cues - Bargaining power - BATNA - Preparation - Home turf - Initial proposals - Anchoring - Responses to initial proposals - Concessions - Threats - Promises - Arguments - Limiting concessions - Consecutive concessions - Closure - Deadlines and ultimatums - Splitting the differenc