Name: 分配式談判後續行動第四部分 (Distributive Bargaining Follow Up Part 4)
Uploaded: 2021-01-14T08:15:07.000Z
Duration: 31 min 29 s
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now when we look at distributive
bargaining what do we see in distributed

bargaining we see that you have
basically like a scale here let me show

have, basically, like a scale here. (Let me

not enough they're here maybe about here
we go over to my monitor here

yeah that's nice lips turned off my
screen there we go

may be, about here. Here we go. Let me go on

alright so we have a scale so on this
scale i put a little picture of a pizza

my monitor here. That's nice. Oops, turned off

my pizza because remember friend Jane
were arguing about the pizza right now

my screen. okay there we go.) All right, so we

why is Pete's a good example of this
well on the scale you see if one side

goes up the other side goes down if one
side goes down the other side goes up

little picture of a pizza. Now, why pizza?

that's distributed bargaining anytime
this side goes up the other side goes

down one side wins the other side loses
when one side loses the other side wins

arguing about the pizza, right? Now why is

so that's what distributive bargaining
is both sides are in direct conflict and

there's really not a lot you can do to
change that the resources are fixed

what does it mean to be fixed just like
in this picture here it's a pizza

it's around pizza there's no more pizza
that's it we cannot go buy more

there's no more we gotta split up this
pizza if you get one piece I get one

piece less if I get one piece you get
one piece less so in the case of Jane

What one side wins, the other side loses.

and Fred that was extremely have one
little timepiece but same thing if they

What one side loses, the other side wins.

cut it in half one person gets half the
other person gets gets half would that

be okay well no because friend Jane want
to be fooled they want to eat enough so

that they're not hungry and half is not
enough so they both want to eat the

in any case Fred once more and Jane once
more they both want more

change that. The resources are fixed. What

so someone is going to have to win and
somebody's gonna have to lose and you

say well professor warden what if they
just cut the piece in half and their

round pizza. There's no more pizza. That's

I mean yeah they still might be hungry
but at least Fred gets a little bit and

it. We cannot go buy more. There's no more.

Jane gets a little bit and the answer to
that is in that case yes you're right

Fred will get a little bit and Jane will
get a little bit and Fred will be a

one piece, I get one piece less. If I get

little bit less hungry and Jane will be
a little bit less hungry but in this way

they're both still hungry so they both
lose

extreme. They had only one little tiny piece,

it's not so easy just cutting something
in half does not mean win-win

that just means i have get half of what
i want which is the same as losing right

it's the same as losing and distributive
bargaining both sides do not want to

lose and later when we study win-win
both sides don't want to lose either

Because Fred and Jane want to be full. They

it's not just cutting something in half
that is not the way it works so in this

case I use the scale to show one side
goes up one side goes down there is no

way to stop it with the pizza if you get
something I get something less and then

And half is not enough, so they both want

Fred in Jane's case a very small amount
so that they're both going to end up

to eat the whole piece. In any case, Fred

wants more, and Jane once more. They both

ok so I think I kind of made the point
they're clear

want more, so someone is going to have to

for the buyer distributive negotiation
begins with what the best deal is the

win, and somebody's going to have to lose.

target . now let's begin looking at this
very very carefully step by step because

And you say, "Well, Professor Warden, what

I want you to remember this because it's
really key idea right

very very important so if you're the
buyer a distributive negotiation begins

with the best deal which means getting
the lowest price right i want to buy at

that good? I mean, yeah, they still might

ok so i want to buy this cup and I want
to get the lowest price this cup cost

$100 then i would like to get less than
100 and lower is better right if I'm the

buyer so the target . is the best deal
and the worst deal is still acceptable

yes, you're right. Fred will get a little

that's called the resistance . so let's
say this cup here this cup maybe the

retail price the sticker price is 100 ok
whatever it doesn't really matter to me

i have my price so for me what is my
target price well if i could pay 50 that

is what i would like to pay of course
i'd like to pay zero right but remember

what we talked about in the previous
units that I need to have one is my

target so in this case let's say my
target is 50

ok now then I'm the buyer so i would
like to go lower so 50 is my target

price that's my target . now how much
does the price go up and I'm not gonna

buy fifties what I will when i'm
targeting target . of course you could

be lower than 50 i'm happy to that's
fine right but 50 is my target now how

losing, right? It's the same as losing, and

much higher does the price go and I'm
just not going to buy it if it goes

higher in that case let's say that my
upper price my resistance . i will not I

not want to lose. And later, when we study

resistance . let's say that my
resistance point is let's say a tok that

the sticker price maybe 100 we don't
care that's the sticker price is not

in half. That is not the way it works. So

important the retail price is not
important to us if that retail prices

in this case, I use the scale to show one

100 that is over my resistance . of 80
so if somebody tells me you must pay the

side goes up, one side goes down. There's

price that's on there the sticker price
the retail price the list price i'm

going to say no I don't want to spend
that because that is over my resistance

so we have two things here target and
resistance I want you to remember so the

resistance . for the buyer is the
highest price i will pay higher than

that i will not buy right higher than
that i will not buy the target . is the

desired price for me 50 anything beyond
the resistance . cannot be accepted 80

Okay. So I think I kind of made the point

if it's 81 dollars i will not accept if
it's 82 dollars i will not accept its

there clear. For the buyer, a distributive

ninety dollars no it's $100 know if it's
$79 then yes I can accept that that

doesn't mean i will accept it but I can
accept that if it's eighty dollars can I

deal is-- the target point. Now, let's begin

looking at this very, very carefully, step

yes that's my that is my actual
resistance . right but 81 know both the

target . and the resistance . our secret
information that you should not tell the

this, because it's a really key idea, right?

seller here we get into the next
important . in negotiation and that is

this idea of secret information so this
is the cup i want to buy this cup I want

to buy it for 50 that's my target my
target . the most i will pay is 80 so

the lowest price, right? I want to buy at

if you are going to sell to me and I
told you sir i would like to buy that

cup and i would like to buy that cup
somewhere from 50 to 80 and what would

you say to me you would say oh no
problem 80 and then what would I say

well 8000k 80 because eighty is still
within my resistance right resistance .

target . resistance it's inside now that
was pretty stupid of me to tell you that

right i should just tell you that 100 is
way too much i'm not gonna spend that

lower is better, right? if I am the buyer.

much and then you say well how much do
you want and then maybe I begin by

So the target point is the best deal, and

saying how much do I want maybe I begin
by saying 40 and then we can work up

so we begin with two ideas here both of
them are secret resistance . and target

. please remember those are so awesomely
up here right resistance . and target .

you never want to tell the other side in
this case the seller never want to tell

matter to me. I have my price. So for me,

what is my target price? Well, if i could

ok now then let's change perspective a
little bit now the seller's a little bit

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分配式談判後續行動第四部分 (Distributive Bargaining Follow Up Part 4)

multiple

matter

scale

desire