Distributive bargaining, also called "claiming value," "zero-sum," or "win-lose" bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money. The parties assume that there is not enough to go around, and they cannot "expand the pie," so the more one side gets, the less the other side gets.
Some conflict resolution theorists believe that distributive bargaining is unnecessary. Any conflict, they argue, may be solved cooperatively through integrative bargaining. For example, when budgets have to be cut, they would argue, the parties make the decisions together so that all sides get the best possible outcome. Distributive bargaining has also been criticized because it tends to lead to destructive actions and sometimes forces the involved parties to focus too much on their differences. If people want to maintain a good relationship with one another, it is argued, they should take an integrative approach to distribution as well as expansion of the pie.
NEGOTIATION
INTEGRATIVE
Flow of information Free & open flow; share information openly
DISTRIBUTIVE
Conceal information, or use it selectively or strategically
Attempt to understand what the other side really wants & needs
Make no effort to understand, or use the information to gain strategic advantage Emphasize differences in goals, objectives, interests
Focus on solutions
Search for solutions that meet the needs of both (all) sides
Search for solutions that meet own needs or block other from meeting their needs