Asked in
Business & Finance

What is distributive bargaining?


User Avatar
Wiki User
July 21, 2009 8:47PM

It is the Zero-sum or win-lose negotiations(where one party's gain is the other party's loss). It occurs when a fixed amount of assets or resources are to be divided (such as between a management and a union) in situations where there is no understanding between the negotiating parties on the major issues. Also called as distributive negotiations.