Definition: Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. It is used as a negotiation strategy to distribute fixed ...

When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a ...

Coffee Contract: This distributive exercise provides a good context for teaching fundamental negotiation concepts like bargaining zone, reservation price, BATNA, openings, concessions and threats.

Negotiation theory typically breaks potential tactics down into two strategies – distributive and integrative. Distributive bargaining involves both parties adopting a hard-line approach, with a clear ...

This will help you understand how integrative or distributive the negotiation was, and how fair and efficient the outcome was. The fourth step is to evaluate the relationship and trust that you ...

In this highly interactive class, students participate in negotiation and dispute resolution simulations ... Throughout all of the simulations integrative and distributive strategies are emphasized ...

team negotiations, resolution of disputes, agents and ethics, and management of integrative and distributive aspects of the negotiation process. The course is based on a series of simulated ...

Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no ...