distributive vs integrative negotiation

Distributive negotiation, often called “win-lose,” involves a fixed amount of resources, like splitting a paycheck or dividing a pie. Each party aims to maximize their share, often leading to competition. In contrast, integrative negotiation, or “win-win,” seeks mutually beneficial solutions by collaborating to expand or find creative options that satisfy both sides’ interests. It focuses on collaboration, trust, and understanding each other's needs, rather than just claiming a larger piece. While distributive is about dividing, integrative is about integrating interests for a better overall outcome.