Publications
Publications
- January 1980 (Revised April 1980)
- HBS Case Collection
Bargaining Strategies: Collaborative vs. Competitive Approaches
Abstract
Note describes aspects of bargaining situations that point toward either collaborative or distributive bargaining strategies. Focuses on the nature of the issues, the relationship between the negotiators, and broader contextual factors, and how these variables influence the negotiation climate. Also describes tactics for bargaining effectively in mixed situations that call for both kinds of strategies.
Keywords
Citation
Ware, James P. "Bargaining Strategies: Collaborative vs. Competitive Approaches." Harvard Business School Background Note 480-055, January 1980. (Revised April 1980.)