Browse Definitions :
Definition

distributive bargaining

Distributive bargaining is an adversarial type of negotiation in which it is assumed that any gain of a competitor is a loss to the other party. In game theory, that scenario is known as a zero-sum game.  

Distributive bargaining is a realistic approach to some situations. Metaphorically, sharing a pie is commonly used to describe distributive bargaining: A pie is a limited resource and if one person gets more, the other person gets less.   

Some negotiators use unscrupulous tactics in that type of situation and may become secretive, manipulative, punitive or deceptive. An adversarial approach to negotiations can lead to less-than-optimum outcomes. Both parties could, for example, withhold information that would benefit the other party, resulting in a less favorable outcome than might otherwise be possible. According to research, hard bargainers are more likely to get what they want out of negotiations -- but that win may come at the cost of future business. 

Distributive bargaining contrasts with integrative bargaining, a more cooperative approach that seeks to maximize the benefit to both parties. In reality, most negotiations include elements of both distributive and integrative bargaining.  

This was last updated in July 2018

Continue Reading About distributive bargaining

SearchNetworking
  • throughput

    Throughput is a measure of how many units of information a system can process in a given amount of time.

  • traffic shaping

    Traffic shaping, also known as packet shaping, is a congestion management method that regulates network data transfer by delaying...

  • open networking

    Open networking describes a network that uses open standards and commodity hardware.

SearchSecurity
  • buffer underflow

    A buffer underflow, also known as a buffer underrun or a buffer underwrite, is when the buffer -- the temporary holding space ...

  • pen testing (penetration testing)

    A penetration test, also called a pen test or ethical hacking, is a cybersecurity technique that organizations use to identify, ...

  • single sign-on (SSO)

    Single sign-on (SSO) is a session and user authentication service that permits a user to use one set of login credentials -- for ...

SearchCIO
  • benchmark

    A benchmark is a standard or point of reference people can use to measure something else.

  • spatial computing

    Spatial computing broadly characterizes the processes and tools used to capture, process and interact with 3D data.

  • organizational goals

    Organizational goals are strategic objectives that a company's management establishes to outline expected outcomes and guide ...

SearchHRSoftware
  • talent acquisition

    Talent acquisition is the strategic process employers use to analyze their long-term talent needs in the context of business ...

  • employee retention

    Employee retention is the organizational goal of keeping productive and talented workers and reducing turnover by fostering a ...

  • hybrid work model

    A hybrid work model is a workforce structure that includes employees who work remotely and those who work on site, in a company's...

SearchCustomerExperience
Close