Distributive bargain

A negotiation based on an attempt to divide up an amount of resources, resulting in a win-lose situation. When choosing this strategy, one takes on an adversarial or competitive view. The focus is on achieving immediate goals, with little or no regard for building future relationships. Little time or energy is needed in resolving conflicts using a win-lose strategy, because few if any creative solutions are considered. This negotiation strategy is typical of competitive negotiators who belong to such emerging countries as China, Russia or Arab countries. Also known as win-lose strategy.

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