Distributive bargaining
Distributive bargaining (hereinafter, the Bargaining) is negotiation that seeks to divide up a so-called fixed pie or limited amount of resources; a win-lose situation.
Definitions
According to Organizational Behavior by Robbins and Judge (17th edition),
- Distributive bargaining. Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation.
According to Labor Relations and Collective Bargaining by Michael R. Carrell and Christina Heavrin (10th edition),
- Distributive bargaining. A negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.
