distributive bargaining



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 distributive negotiations.

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  • Dealing with the union, we knew it was going to result in distributive bargaining. One group was going to win, and one group was going to lose, it was that simple.

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  • We entered a distributive bargaining agreement and I had my secretary read me over the terms and conditions of what that meant to our business.

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  • We engaged in distributive bargaining as this was not a win win situation so considering one party had to come out on top I think we did well.

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