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 分配性談判，一種基本的談判策略，重點是分配固定資源。
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.
目錄
提高參與度的技巧
什麼是分配談判？
分配談判是一種談判策略，其中兩個或多個參與方旨在相互分配固定或有限的資源。 可以將其想像為這樣一個場景：您必須將披薩切成片，並且每個人都想要更大的一塊。 在分配談判中，其理念是最大化你的份額，同時努力為自己爭取最好的交易。
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
分配談判與綜合談判
分佈式談判 就是要爭取你的份額，比如在市場上討價還價或與雇主談判加薪。 你得到的越多，對方得到的就越少。
綜合談判， 另一方面，更像是拓展市場。 想像一下，您和您的朋友吃了一份披薩，但還有一些額外的配料，如意大利辣香腸、蘑菇和奶酪。 你們不必爭奪現有的披薩，而是可以根據自己的喜好添加配料，共同創造出更好的披薩。 綜合談判是一種雙贏的方式，雙方合作尋找可增加整體價值的創造性解決方案。
因此，簡而言之，分配性談判就是瓜分固定的蛋糕，而綜合性談判就是通過尋找互惠互利的解決方案將蛋糕做大。
分配談判示例
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
當一對夫婦離婚時，資產分割可以成為分配談判的典型例子。 雙方都有興趣從共享資產中獲得盡可能多的利益，例如財產、儲蓄和投資。 談判的目的是考慮法律框架和配偶雙方的利益，公平分配這些資源。
在每個例子中，分配談判都涉及各方努力最大化其在有限或有限資源中的份額。
分配談判的策略與策略
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
做出讓步時，要有選擇性和戰略性。 避免過快地放棄太多。 逐步讓步可以表明靈活性，同時保持你的地位。
#4 – Use the Flinch
當收到錄用通知時，僱用 退縮策略。 以驚訝或擔憂的方式做出反應，讓對方質疑他們的提議的公平性。 這可能會促使他們改進他們的提案。
#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.
關鍵要點
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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常見問題
什麼是分配性談判和綜合性談判？
分配談判： 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.
綜合談判： 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.
分配談判是雙贏嗎？
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.
