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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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Value Claiming in Negotiation

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value claiming

In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether it be more dollars, a consulting contract, a new rug, an end to conflict, and so on. … 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 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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Distributive Bargaining Strategies

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Distributive Bargaining Strategies

Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. And they also rely on distributive bargaining strategies to try to claim as much of that larger pie for … Read More 

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Teach Real Estate Negotiation

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Real Estate Negotiation

Teach Real Estate Negotiation Real estate negotiation can be difficult for both the buyer and the seller. Teaching real estate negotiation can involve value creation, distributive bargaining, as well as issue linkages. The Teaching Negotiation Resource Center (TNRC) has developed a wide variety of negotiation simulations designed to teach real estate negotiation. Three of the … Read More 

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New Negotiation Game to Teach Value Distribution

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Value Distribution

Teach Your Students Value Distribution with a Simulation on Solar Power Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these … Read More 

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What Does Conflict Management Mean in Business Negotiations with Competitors?

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They say it pays to keep your friends close and your enemies closer, but in business negotiation, keeping your enemies—or competitors—close could end you up in court, as Apple’s recent encounter with the U.S. Department of Justice suggests. The story begins back in 2007 when, unhappy with Amazon’s low, flat price of $9.99 for e-books, five … Read More