What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counter productive? Explain your answer.

What is distributive bargaining?

Distributive bargains or distributive negotiations are win-lose, claiming value, or zero-sum negotiations; in other words a competitive negotiation strategy where one party’s gain is the other party’s loss. The goal in distributive bargaining is not to assure both sides win, but rather that one side wins as much as it can, which generally means that the other side will lose, or at least get less than it had wanted. 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. Distributive bargaining tactics rarely assume the pie will divided in half.