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Shanto-Mariam University of Creative Technology: SK Mamun

The document discusses negotiation approaches and the anatomy of contracts. It covers integrative and distributive negotiation styles and mentions the bargaining orientation approach which is based on one party winning at the expense of the other, making it a win-lose situation.

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zahidul islam zahid
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19 views2 pages

Shanto-Mariam University of Creative Technology: SK Mamun

The document discusses negotiation approaches and the anatomy of contracts. It covers integrative and distributive negotiation styles and mentions the bargaining orientation approach which is based on one party winning at the expense of the other, making it a win-lose situation.

Uploaded by

zahidul islam zahid
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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SHANTO-MARIAM UNIVERSITY OF CREATIVE

TECHNOLOGY

Module Name: Sourcing & Negotiation


Module Code: AMM 4115
Topic: Negotiation Approaches and Anatomy of Contracts

Submitted to:
SK MAMUN
Lecturer
Dept. Of AMMT

Submitted by:
Zubair islam
ID: 173051006
Group: A
Semester: 10th
Batch: 31 st
Include integrative approaches to negotiation, which seek to create value between the parties, or
distributive negotiation styles, which seek to claim as much value at the expense of your
counterpart.

As with conflict management, negotiation can be handled in different ways. The outcome of a
negotiation depends on the approach.

Bargaining Orientation:

This approach is based on the premise that one person can win only at the expense of the other
that any victory by one party must be matched by the other’s loss. That is why this is also called
the win-lose approach.

Although this approach is marked by competitiveness and may create ill will, this is sometimes
the best approach when the other party is determined to take advantage of you or when your
interests truly conflict with those of the other party and compromising is not a satisfactory
option.

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