Distributive Negotiation

Distributive Negotiation Insights   What is distributive negotiation?         Distributive negotiation is a bargaining strategy where all parties involved try to divide/distribute something of value, such as a price or resources. It’s also known as value claiming because the value is always fixed, meaning that if one party takes more, the other party will have to take less. This is often described as “slicing up the pie,” since it’s impossible for one side to claim more without the other losing some. Because of this, each side tries to get the maximum amount possible and make smaller compromises. Distributive negotiation usually leads to a win-lose outcome rather than a win-win outcome. This is because one party usually ends up having a better outcome at the expense of the other party. However, another strategy, integrative negotiation, aims for a win-win outcome every time. This is achieved by balancing trade-offs of multiple kinds instead of focusing on a...