Definition of Distributive Negotiation

Distributive negotiation is a term referred for a ‘win-lose’ negotiation where one party wins when the other party loses big. This strategy is opposite to Integrative Negotiation where both parties have a win-win deal.


This strategy is used for the distribution of fixed resources like money, assets, resources, etc. between both parties. The assets or resources that need to be distributed are fixed. Both parties try their best to get a maximum share of the assets or resources which need to be distributed. The negotiation is done only in one context in distributive negotiation, usually in price as a contrast to integrative negotiation where multiple issues are under consideration such as salary, benefits, office timing, etc. in case of job negotiation.

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