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来源：百度知道 编辑：UC知道 时间：2024/05/16 11:04:43
negotiations,according to parties being invoved and issues discussed,can be divided into two categories:simple negotiation and complex negotiation.simple negotiation is between two parties and deals with one issue, whereas complex negotiation involves three or more parties wirh different interest and deals with multiple issue. Negotiation,based on how they are conducted-competitively or cooperatively-can also be divided into two different types:distributive and integrative negotiation.
Distributive negotiation
Distributive negotiation or distributive bargaining,also called positional bargaining,claiming value bargaining zero-sum bargaining,or win-lose bargaining,is a competitive approach that is used when there is a fixed”pie”-a finite to a resource-and negotiation have to decide who gets how much of that pie,the negotiators assume that there is not enough to go around,and they cannot”expand the pie”,so the more one side gets,the less the other side gets,
Distribut
Distributive negotiation
Distributive negotiation or distributive bargaining,also called positional bargaining,claiming value bargaining zero-sum bargaining,or win-lose bargaining,is a competitive approach that is used when there is a fixed”pie”-a finite to a resource-and negotiation have to decide who gets how much of that pie,the negotiators assume that there is not enough to go around,and they cannot”expand the pie”,so the more one side gets,the less the other side gets,
Distribut
谈判，根据参加人员以及探讨的问题，可以分为两类：单元谈判和多元谈判。单元谈判是只有两方参加，并探讨一件事情；然而多元谈判包含了为了不同的利益三方甚至更多方在一起探讨多件事情。谈判，根据复杂性和协调性也可以分为两种不同类型：分布性谈判和整合性谈判。
分布性谈判
分布性谈判或者分布行协商也可以称为立场协商，申明价值协商零和协商，或者单边协商，是一种竞争的手段。举例来说：有一块馅饼，一块有限的资源，需要用谈判来决定你能够到多少馅饼，必定有一方多得，一方少得。根据美国科罗拉多州大学的Brad Spangler，分布式协商是重要的，因为有些争论只能通过这个方法解决，参考以下举例。
Barbara打算购买一本二手的编程书籍。书店正在以80的价格出售。她想用50买一本，但是（书店）答应75出售。Peter张贴了一份广告，他想以80价格出售自己的编程书。他也可以以55的价格转让给书店，但是他不想卖的比80低。Barbara的理想价格是50,Peter是80，如果他们不能达成一致， Barbara最好的选择就是和自己的室友商量共同看一本书，而Peter得等待观察是否会出现其他买家，或者把书卖给书店。既然这样，Barbara和Peter达成了交易，这对双方来说都是一条捷径。Peter要价80，Barbara还价60，最后他们各让一步，70成交。