Key Management Development Models, 3rd Edition

65

Distributive bargaining (adversarial model)

The big picture

Distributive bargaining is a model of negotiation which involves bargaining over shares of a finite resource (money, land, etc.). Distributive bargaining, also described as ‘win-lose’ or ‘zero-sum’ negotiation, is a form of negotiation used to divide a finite asset into pieces to be distributed between the negotiating parties. In this form of negotiation one side’s win is another side’s loss.

Imagine a pie is to be divided between two parties, each determined to take the larger share (see Figure 65.1). At best they can take half each; at worst, one takes the whole pie. After bargaining, one takes a larger slice than the other. The owner of the bigger piece is happy. The owner of the ...