Distributive Negotiation
Distributive negotiation, often referred to as "win-lose" negotiation, occurs when parties compete over a fixed resource, such as money or time. Each side aims to maximize its share, often leading to a confrontational approach. For example, if two parties negotiate the price of a car, one side wants to pay less, while the other seeks to sell for more. The challenge lies in balancing assertiveness with cooperation, as both sides work to achieve their goals, knowing that each concession impacts the other’s outcome. This type of negotiation emphasizes strategy, preparation, and effective communication.
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Distributive negotiation, often referred to as "win-lose" bargaining, occurs when parties compete over a fixed resource, like money or assets. Each side aims to maximize its share, leading to a zero-sum situation where any gain by one party results in a loss for the other. Common in situations like salary negotiations or price haggling, this approach often involves tactics such as making initial demands, employing strategic concessions, and leveraging threats or ultimatums. The focus is primarily on division rather than collaboration, resulting in a competitive atmosphere where achieving the best possible deal for oneself is the main goal.