This document discusses strategies in distributive negotiation where resources are limited and each party aims to maximize their own share. Some strategies mentioned include bluffing to misrepresent one's position, using delays or anger to gain leverage, and claiming limited authority to avoid making concessions. The goal is to negotiate the best outcome in a one-time or non-ongoing relationship.

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