Distributive Bargaining

Watch this video on distributive negotiation to learn when this strategy is appropriate and when a collaborative (or integrative) strategy may "expand the pie" for both parties. Negotiators often use distributive bargaining (or win-lose bargaining) when negotiating over price.

With this type of bargaining, words like deadlock, final offer, firm, hostile, and ultimatum are commonplace. The concepts of the target price, buyer's resistance point, seller's public (asking) price, seller's resistance point, and bargaining range are inherent to distributive negotiation. The presenter uses the example of a basketball game to make the point that distributive bargaining means winning and losing.