positional bargaining

Positional bargaining is a negotiation strategy where each party takes a specific stance or position on an issue and argues for it, often leading to a back-and-forth struggle. Each side focuses on defending their position rather than exploring the underlying interests or needs that drive those positions. This approach can result in a deadlock since parties may become entrenched in their views, making it difficult to reach a mutually beneficial agreement. It's often more effective to use interest-based negotiation, where both sides collaborate to find solutions that satisfy their underlying concerns.