Distributive negotiation is a competitive bargaining strategy where the parties involved perceive the negotiation as a zero-sum game, meaning that any gain for one party comes at a loss for the other. This approach is often characterized by fixed resources and a focus on maximizing one's own share, which can lead to a more adversarial atmosphere. Understanding how distributive negotiation works is crucial for effective communication and resolution in cross-cultural contexts, where differing cultural norms and values can significantly influence negotiation styles and outcomes.
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