Fundamental distributive bargaining strategies are used by negotiators when both sides are trying to gain the majority share of a limited resource. Distributive bargaining strategies are valuable when ...

Distributive bargaining is a process where one party gains whereas the other party loses something. It is a negotiation strategy used to distribute fixed resources such as money, resources and assets ...

Citations: Thompson, Leigh, Erika Peterson, Susan Brodt. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. (1)66-78.

NPR's Ailsa Chang speaks with David Honig, who teaches negotiations at Indiana University, on how President Trump has employed a technique called "distributive bargaining," and how that can backfire.

Citations: Galinsky, Adam, Geoffrey Leonardelli, Gerardo Okhuysen, Thomas Mussweiler. 2005. Regulatory Focus at the Bargaining Table: Promoting Distributive and Integrative Success. Personality and ...

Intelligence and agreeableness will get you far in life. But they won't get you a good deal. Whether demanding a raise or haggling with a car salesman, high intellect may not help, and cooperation can ...

NPR's Ailsa Chang speaks with David Honig, who teaches negotiations at Indiana University, on how President Trump has employed a technique called "distributive bargaining," and how that can backfire.