1. DISTRIBUTIVE
NEGOTIATION

2. Resources are fixed and limited
Maximizing one’s own share of
resources is the goal.
Takes place in case of a one time-
relationship

3.  Bluffing:
Making of a false statement of position
 Delays
Reaching favorable settlement
 Snow job
 Temper Tantrums
Show one’s anger, frustration, dissatisfaction
 Nibble
 Limited authority