What are four important tactical tasks for a negotiator in a distributive situation to consider?
No less than 500 words.
Include references in APA format.
Answer preview
The third tactic is the alteration of the other party’s perceptions. The negotiator may take steps to interpret to the other party what their current situation is, and what are the possible outcomes from their proposal. The negotiator persuades the other parties that they are in a disadvantaged position in the negotiation process. Another strategy they may use is to conceal information from the other parties. Without adequate knowledge to act upon, they will likely create perceptions that are unlikely to be correct about the value the negotiator attaches to the outcome, the cost of any delays and the cost of abortion of the negotiation process. By modifying the perceptions of other parties, the negotiator is put in a position of advantage because he or she has managed to uphold secrecy about details concerning their place in the negotiation.
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