Describe distributive negotiation, and provide examples of this approach to negotiating
What will be an ideal response?
Answer:
Distributive negotiation is the traditional form of bargaining where the parties generally take an adversarial approach and view a win for one party as a loss for the other. Parties view the negotiation as having "fixed pie" or "zero sum" outcomes. In distributive negotiation, parties tend to take firm positions and then strategically leverage their positions for maximum gains. Accordingly, they are not generally forthcoming with the other party regarding information concerning their bargaining position out of concern that sharing such information will weaken this position. They further seek to persuade the other party to make concessions while attempting to concede as little as possible on their own. Distributive negotiation is characterized by gamesmanship where the parties are not open about revealing their underlying interests.
Some examples of distributive negotiation include many negotiations where price is the only consideration, such as negotiations for a car, a home, or other product. Distributive negotiation is also the most common form of negotiation between parties and their lawyers in the course of litigation and settlement discussions. Students may offer other examples.
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