Browse Definitions :
Definition

distributive bargaining

Contributor(s): Ivy Wigmore

Distributive bargaining is an adversarial type of negotiation in which it is assumed that any gain of a competitor is a loss to the other party. In game theory, that scenario is known as a zero-sum game.  

Distributive bargaining is a realistic approach to some situations. Metaphorically, sharing a pie is commonly used to describe distributive bargaining: A pie is a limited resource and if one person gets more, the other person gets less.   

Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or deceptive. An adversarial approach to negotiations can lead to less-than-optimum outcomes. Both parties could, for example, withhold information that would benefit the other party, resulting in a less favorable outcome than might otherwise be possible. According to research, hard bargainers are more likely to get what they want out of negotiations -- but that win may come at the cost of future business. 

Distributive bargaining contrasts with integrative bargaining, a more cooperative approach that seeks to maximize the benefit to both parties. In reality, most negotiations include elements of both distributive and integrative bargaining.  

This was last updated in July 2018

Continue Reading About distributive bargaining

Start the conversation

Send me notifications when other members comment.

Please create a username to comment.

-ADS BY GOOGLE

File Extensions and File Formats

Powered by:

SearchCompliance

SearchSecurity

SearchHealthIT

SearchDisasterRecovery

  • business continuity plan (BCP)

    A business continuity plan (BCP) is a document that consists of the critical information an organization needs to continue ...

  • disaster recovery team

    A disaster recovery team is a group of individuals focused on planning, implementing, maintaining, auditing and testing an ...

  • cloud insurance

    Cloud insurance is any type of financial or data protection obtained by a cloud service provider. 

SearchStorage

  • RAID 6 (redundant array of independent disks)

    RAID 6, also known as double-parity RAID, uses two parity stripes on each disk. It allows for two disk failures within the RAID ...

  • hard disk drive (HDD)

    A computer hard disk drive (HDD) is a non-volatile memory hardware device that controls the positioning, reading and writing of ...

  • byte

    In most computer systems, a byte is a unit of data that is eight binary digits long. Bytes are often used to represent a ...

Close