Distributive Bargaining definition

A bargaining method in which participants attempt to divvy something up between them, distributive bargaining is a competitive method of bargaining in which each participant attempts to get the biggest slice of the asset. It compares with integrative bargaining, a collaborative approach in which participants work together to see if the asset can be broadened so that everyone is happy with the proportion they receive.

Negotiation often uses both distributive and integrative bargaining in which participants claim to maximise the size of the asset and then claim as much of it as they can.

Negotiation experts D. Lax and J Sebenius label integrative bargaining as ‘creating value’ and distributive bargaining as ‘claiming value.’ 

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