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 ...

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 ...

Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no ...

In our world of scarcity and competition, the art of negotiation is a must have if we are to survive and thrive. From the cradle to the grave, our ability to negotiate sees us through day to day ...