distributive negotiation

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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.

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Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Hong Kong Property Deal

Larry Crump, based on a concept developed by Lawrence Susskind
Two-party potentially integrative negotiation between a property owner and a neighboring business over the sale of two real estate parcels
Role Simulation
Technology Negotiation Role-Play:


Melissa Manwaring
Two-party distributive e-mail negotiation regarding the potential sale of a domain name
Role Simulation
Law / Courts Negotiation Role-Play:

Super Slipster

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