M 4
U
a
Select Page
Updated: 14 Dec 2020

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.

1 Star2 Stars3 Stars4 Stars5 StarsRate this Article
4.4 out of 5 from 8 responses
Loading...

Share your Feedback

Your email address will not be published. Required fields are marked *