Train My Team
Course CalendarDistributive 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.
Rate this Article4.4 out of 5 from 8 responses
Loading...
YOU MAY ALSO LIKE
How NOT to Negotiate in China
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
read more
Chinese Team Negotiation
Cross-cultural negotiation requires very detailed preparation on cultural differences. The history of business negotiation shows that many negotiations in China failed not
read more
Winning through others' Negotiating Social Styles
Enhance your counterpart negotiation styles, and learn how to handle different negotiation counterpart styles.
read more
The commercial landscape has become increasingly competitive, with customers increasingly trying to commodities offerings to force discounting. Take your sales career to the next level by learning how to consistently close bigger deals in less time at higher margins. Read More
Investment per participant
$2,210USD
Total investment
$2,210USD
Delivery Method: Online
9 Feb, 12 Feb, 16 Feb, 19 Feb, 23 Feb, 26 Feb 2021 (Tuesday, Friday)
6 instructor-led half day sessions
6 instructor-led half day sessions
11 am to 3:30 pm ET
8 am to 12:30 pm PST
8 am to 12:30 pm PST
Calum Coburn
855-980-0126
Procurement faces the double challenge of getting the best value deals from vendors, while at the same time managing internal stakeholder relationships. Cost savings initiative yields decreasing returns. Take your procurement career to the next level by learning how to consistently close the most complex of deals in less time while creating more value. Read More
Investment per participant
$2,210USD
Total investment
$2,210USD
Delivery Method: Online
9 Feb, 12 Feb, 16 Feb, 19 Feb, 23 Feb, 26 Feb 2021 (Tuesday, Friday)
11 am to 3:30 pm ET
8 am to 12:30 pm PST
8 am to 12:30 pm PST
Calum Coburn
855-980-0261
Whether you're aware of it or not, you've been negotiating your whole life. We negotiate with our colleagues, customers, suppliers, bosses, family and friends. We negotiate for business agreements, higher pay, a better job, our home or car. We only get to choose whether we negotiate better or worse than others. Read More
Investment per participant
$1,325USD
Total investment
$1,325USD
Delivery Method: Online
9 Feb, 12 Feb, 16 Feb, 19 Feb 2021 (Tuesday, Friday)
4 instructor-led half day sessions
4 instructor-led half day sessions
11 am to 3:30 pm ET
8 am to 12:30 pm PST
8 am to 12:30 pm PST
Calum Coburn
855-980-0126