distributive bargaining
Definition
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.
distributive bargaining is in the Decision Making, Problem Solving, & Strategy and Negotiating & Conflict Resolution subjects.
distributive bargaining appears in the definition of the following term: distributive negotiations
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