[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.
Procurement Negotiation Training
Contract negotiation skills for buyers. Achieve big savi...
"For a procurement professional this course is by far the best education one can have. ..."