definitions

Distributive Negotiation

[dih-strib-yuh-tiv] [ni-goh-shee-ey-shuh n]

A distributive negotiation type or process that normally entails a single issue to be negotiated. The single issue often involves price and frequently relates to the bargaining process. Also referred to as ‘Win – Lose’, or ‘Fixed – Pie’ negotiation because one party generally gains at the expense of another party. ‘Win – Win’ negotiation is conversely often referred to as Integrative Negotiation.

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