＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊＊ Is there one especially “rational way” to divide $2 with a stranger? One of tomorrow’s negotiation role plays will focus on splitting this amount of money between two parties. Believe it or not, there are various available negotiation strategies which we can use in this case, and we will apply some of them tomorrow.
All you should know so far is that there are three types of bargaining: 1. Distributive or “win-lose” bargaining—in which the gain of one person is the loss of another. 2. Collaborative (also known as “integrative” or “win-win”) bargaining in which both parties win. 3. Mixed motive bargaining.
In real life, it can be difficult to illustrate #1 and #2, because true win-lose situations and pure win-win situations are relatively rare. Most negotiations are actually “mixed motive” bargaining, including both distributive and integrative elements.
Tomorrow’s negotiation practice will illustrate all three bargaining types.