Distributive negotiation, also known as "win-lose" negotiation or competitive negotiation, is a type of negotiation where the parties involved compete to maximize their gains and minimize their losses. In this approach, one party's gain is usually seen as the other party's loss. It involves a fixed or limited amount of resources that need to be divided among the parties, and each party tries to claim as much as possible for themselves.
In distributive negotiation, the focus is on achieving individual goals, and the negotiating parties often adopt a competitive and adversarial approach. Both sides try to gain concessions from the other party, without any concern for building a long-term relationship or collaborative solutions. The key objective is to secure the best possible outcome for one's own interests, often at the expense of the other party.
Distributive negotiation is commonly used in situations where there is a single issue or a limited set of issues to be resolved, such as price negotiations, contract terms, or resource allocation. It typically involves haggling, bargaining, and making compromises to reach an agreement. The tactics employed in distributive negotiation can include bluffing, setting deadlines, making extreme initial demands, or using power and leverage to gain an advantage.
Overall, distributive negotiation is characterized by a competitive mindset and a focus on claiming value for oneself, rather than creating value through cooperation and collaboration. It contrasts with integrative negotiation, where the parties strive to find mutually beneficial solutions and work together to create additional value.
What is distributive negotiation?
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