Learning Objectives

Upon completion of this chapter, the reader should be able to:

14.1 Compare distributive and integrative bargaining.

14.2 Explain the psychological bargaining framework.

14.3 Discuss the economic bargaining framework.

14.4 Illustrate the effects of both economic and psychological aspects on the outcome of bargaining situations.

14.5 Demonstrate how to plan for a formal negotiation.

14.6 Describe a richer conceptual model for buyer–seller interactions.