Chapter two tackles about distributive bargaining situation and some of its elements to be considered, such as the situtation, strategies and tactics. Distributive bargaining is basically a competition over who is going to get the most of a limited resource which is money. Whether or not one oe both parties achieve their objectives will depend on the strategies and tactics they employ. This chapter also discusses about how to influence other party and how to find alternative to a negotiated agreement. This chapter provides the tactics which may be considered in the negotiation process. After the negotiation and learning about other party's needs, the next challenge is to close the agreement. This chapter also tackles several tactics in closing a deal.
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