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What is Distributive Negotiation
- Competitive strategy in which one party gains only if the other party loses something.
- Also known as win-loss bargaining
- Used as negotiation strategy to resources such as money – bonus distribution
- Each side takes an extreme position based on its needs, wants and limitations – positions are always on the opposite ends of the spectrum.
- Also known as zero sum game
- Starting with extreme initial position, parties are forced to make concessions. Smaller the concession, more victorious.
- Negotiations become tense and drag on.
- Pie analogy – competing for biggest share of pie.
- The negotiating room become hostile, communications may involve threats and lack transparency.
- Lack of trust