Have you ever found yourself in a situation where you had to haggle over the price of a car, negotiate a salary increase, or even bargain with a street vendor for a souvenir? If so, you’ve engaged in fordelingsforhandlinger, en grundlæggende forhandlingsstrategi, der fokuserer på at opdele en fast ressource.
In this blog post, we’ll explore what distributive bargaining is, its everyday examples, and how it differs from integrative bargaining. We’ll also delve into the essential strategies and tactics that can help you become a more effective negotiator in distributive scenarios.
Indholdsfortegnelse
- Hvad er fordelingsforhandlinger?
- Distributive forhandlinger vs. Integrative forhandlinger
- Eksempler på distributionsforhandling
- Strategi og taktik til fordelingsforhandlinger
- Nøgleforsøg
- Ofte Stillede Spørgsmål

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Hvad er fordelingsforhandlinger?
Fordelingsforhandlinger er en forhandlingsstrategi, hvor to eller flere parter sigter mod at dele en fast eller begrænset ressource mellem sig. Tænk på det som et scenarie, hvor du skal dele en pizza i skiver, og alle vil have et større stykke. I distributionsforhandlinger er ideen at maksimere din andel af kagen, mens du prøver at få den bedst mulige aftale for dig selv.
In simple terms, it’s like a tug-of-war over who gets what. This type of bargaining often involves competing interests, where what one party gains, the other may lose. It’s a win-lose situation, where the more one side gains, the less there is for the other
Distributive forhandlinger vs. Integrative forhandlinger
Fordelingsforhandling handler om at kræve din andel, som at prutte om en pris på et marked eller at forhandle en lønstigning med din arbejdsgiver. Jo mere du får, jo mindre modtager den anden part.
Integrative forhandlinger, på den anden side er det mere som at udvide markedet. Forestil dig, at du og din ven har én pizza, men du har også nogle ekstra toppings som pepperoni, svampe og ost. I stedet for at kæmpe om den eksisterende pizza, arbejder I sammen om at skabe en bedre ved at tilføje toppings til din smag. Integrative forhandlinger er en win-win tilgang, hvor begge parter samarbejder om at finde kreative løsninger, der øger den samlede værdi.
Så i en nøddeskal handler distributionsforhandlinger om at dele en fast kage, mens integrativ overenskomst handler om at gøre kagen større ved at finde gensidigt fordelagtige løsninger.

Eksempler på distributionsforhandling
To understand distributive bargaining better, let’s explore a few real-life examples where this negotiation strategy comes into play:
#1 – Salary Negotiation
Imagine you’re discussing your salary with a potential employer during a job interview. You want a higher salary, and they want to control labor costs. This situation represents distributive bargaining, where you’re both competing for a fixed resource – the company’s budget for your position. If you negotiate successfully, you get a higher salary, but it might come at the expense of other benefits or perks.
#2 – Car Purchase
When you visit a dealership to buy a car, you’re likely to engage in distributive bargaining. You want the lowest price possible, while the salesperson wants to maximize their profit. The negotiation revolves around the price of the car, and finding a middle ground that satisfies both parties can be challenging.
#3 – Divorce Settlements
Når et par går igennem en skilsmisse, kan delingen af formuen være et klassisk eksempel på fordelingsforhandlinger. Begge parter har en interesse i at få så meget som muligt ud af de fælles aktiver, såsom ejendom, opsparing og investeringer. Forhandlingen har til formål at fordele disse ressourcer retfærdigt under hensyntagen til de juridiske rammer og hver ægtefælles interesser.
I hvert af disse eksempler involverer distributionsforhandlinger parter, der stræber efter at maksimere deres andel af en begrænset eller begrænset ressource.
Strategi og taktik til fordelingsforhandlinger

In distributive bargaining, where resources are limited and competitive, having a well-thought-out strategy and employing effective tactics can make all the difference in achieving your desired outcome. Let’s delve into the key strategies and tactics used in this type of negotiation:
#1 – Anchor Your Position
The first offer often serves as an anchor, influencing the negotiation’s direction. If you’re the seller, start with a high price. If you’re the buyer, start with a low offer. This sets the tone and allows room for concessions.
#2 – Set Your Reservation Point
Keep your reservation point – the lowest or highest acceptable offer you’re willing to accept – to yourself. Revealing it too early can give the other party an advantage by knowing your limits.
#3 – Make Strategic Concessions
Når du giver indrømmelser, skal du gøre det selektivt og strategisk. Undgå at give for meget væk for hurtigt. Gradvise indrømmelser kan signalere fleksibilitet og samtidig bevare din position.
#4 – Use the Flinch
Når præsenteret for et tilbud, ansæt vige taktikken. Reager med overraskelse eller bekymring for at få den anden part til at stille spørgsmålstegn ved rimeligheden af deres tilbud. Dette kan få dem til at forbedre deres forslag.
#5 – Information is Power
Thoroughly research the subject matter and the other party’s position. Knowledge is a valuable weapon in distributive bargaining. The more information you have, the better equipped you are to negotiate effectively.
#6 – Create Deadlines
Time pressure can be a valuable tactic. If you’re negotiating a contract, for instance, setting a deadline for the deal’s conclusion can push the other party to make quicker decisions, potentially in your favor.

#7 – Use Limited Authority
Claim that you have limited authority to make decisions. This can be a powerful tactic, as it creates the impression that you’re not the final decision-maker. It may encourage the other party to offer more to gain approval from someone with higher authority.
#8 – Good Cop, Bad Cop
If you’re negotiating as a team, consider the good cop, bad cop approach. One negotiator takes a tough stance, while the other appears more conciliatory. This can create confusion and encourage concessions.
#9 – Walk Away When Necessary
Be prepared to walk away from the negotiation if it’s clear that the other party isn’t willing to meet your minimum requirements. Sometimes, leaving the table is the most powerful tactic.
Nøgleforsøg
Distributive bargaining is a valuable skill to have in your arsenal. Whether you’re haggling at a flea market, negotiating a salary increase, or closing a business deal, understanding the strategies and tactics of distributive bargaining can help you secure the best possible outcome for yourself or your organization.
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Ofte stillede spørgsmål
Hvad er distributive versus integrative forhandlinger?
Fordelingsforhandling: This is like dividing a pie. Parties compete over a fixed resource, and what one side gains, the other may lose. It’s often seen as win-lose.
Integrative forhandlinger: Think of this as expanding the pie. Parties collaborate to find creative solutions that increase the overall value of the resources being negotiated. It’s typically a win-win.
Er distributionsforhandlinger en win-win?
Distributive bargaining is generally not a win-win. It often leads to a win-lose scenario where one side’s gain is the other side’s loss.
ref: Det Økonomiske Times | American Express