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.
YOU MAY ALSO LIKE

Issues in Negotiation: How to Solve a Problem
This case study shows how two parties can find a successful negotiation resolution by tackling the issues in a creative and mutually beneficial manner.
read more

Business Negotiation Preparation
Check list you need to understand and prepare to achieve the goals of your global negotiations.
read more

Time Pressure in Negotiation
Learn how the time factor can add pressure and be a problem for either side in the negotiation process. Use it's power to negotiate to your advantage.
read more