| Bargaining Characteristic | Distributive Bargaining | Integrative Bargaining |
| Goal | Get as much of the pie as possible | Expand the pie so that both parties are satisfied |
| Motivation | Win–lose | Win–win |
| Focus | Positions (“I can’t go beyond this point on this issue.”) | Interests (“Can you explain why this issue is so important to you?”) |
| Interests | Opposed | Congruent |
| Information sharing | Low (Sharing information will only allow other party to take advantage) | High (Sharing information will allow each party to find ways to satisfy interests of each party) |
| Duration of relationship | Short term | Long term |
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