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distributive negotiation

A type of negotiation in which the parties compete over the distribution of a fixed pool of value. Here, any gain by one party represents a loss to the other. Also known as a zero-sum negotiation or win-lose negotiation. (Richard Luecke, Harvard Business Essentials: Negotiation [Harvard Business Press, 2003], 2-3). See Also: Crisis Negotiations and Negotiation Skills Insights from the NYPD, How to Negotiate When You’re Literally Falling Apart, Expanding the Pie: Integrative Bargaining versus Distributive Bargaining.

The following items are tagged distributive negotiation

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Super Slipster

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Matt Smith under the supervision of Robert C. Bordone, with revisions by Michael Moffitt Two-party personal injury settlement negotiation between the attorney for the injured plaintiff and general counsel for the defendant toy manufacturing company … Read More 

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Lattitude.com

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Melissa Manwaring Two-party distributive e-mail negotiation regarding the potential sale of a domain name … Read More 

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Hong Kong Property Deal

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Larry Crump, based on a concept developed by Michael Wheeler and Lawrence Susskind Two-party potentially integrative negotiation between a property owner and a neighboring business over the sale of two real estate parcels … Read More 

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