Positional bargaining is a negotiation strategy where each side adopts a fixed position and then negotiates to close the gap through concessions and compromise. This approach focuses on maintaining specific demands and making adjustments to reach a mutually acceptable agreement. It contrasts with interest-based bargaining, which focuses on underlying interests rather than fixed positions.
References
* Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury
* Harvard Business Review articles on negotiation tactics