DISTRIBUTIVE BARGAINING - Part 1 (of 3)

Based on Essentials of Negotiation 4th CE ( Lewicki, R.J., Tasa, K., Barry B. and Saunders, D.). Chapter 2 of the book - Part 1 discusses how to prepare - including an exploration of your target point, resistance point, BATNA (Best Alternative to a Negotiated Agreement), and how to clarify your Bargaining Zone.