In positional bargaining, what do parties primarily focus on?

In positional bargaining, the primary focus of the parties involved is on haggling until an agreement is reached. This approach typically involves each party starting with a specific position or demand and then negotiating to come to a resolution, often through a series of concessions. The central aim is to reach an agreement that may reflect a compromise between these fixed positions.

Parties in positional bargaining tend to emphasize their initial positions rather than exploring underlying interests or collaborative solutions, which distinguishes this approach from more integrative negotiation techniques that prioritize mutual interests or innovative solutions. In positional bargaining, the strategy revolves around advocating for one's own position while trying to maneuver towards a settlement, often leading to competitive tactics that emphasize getting the best deal available rather than fostering a cooperative or long-term relationship.