Distributive Bargaining
Distributive bargaining is a negotiation strategy where parties compete over a fixed amount of resources, often referred to as a "fixed pie." Each side aims to maximize their share, which can lead to a win-lose situation. This approach is commonly used in situations like salary negotiations or price haggling, where one party's gain is directly linked to the other party's loss.
In distributive bargaining, tactics such as making the first offer or using anchoring techniques can influence the outcome. Effective negotiators often prepare by researching their counterpart's needs and limits, ensuring they can advocate for their interests while navigating the competitive landscape of the negotiation.