Distributive bargaining is a process where one party gains whereas the other party loses something. It is a negotiation strategy used to distribute fixed resources such as money, resources and assets ...

I recently led a negotiation skills workshop for a client. Revisiting material I’ve collected on negotiations over the years, I was struck once again by a principle called “distributive negotiation,” ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...