It is the Zero-sum or win-lose negotiations (where one party's gain is the other party's loss). It occurs when a fixed amount of assets or resources are to be divided (such as between a management and a union) in situations where there is no understanding between the negotiating parties on the major issues. Distributive bargaining is the approach to bargaining or negotiation that is used when the parties are trying to divide something up--distribute something. Common tactics include trying to gain an advantage by insisting on negotiating on one's own home ground; having more negotiators than the other side, using tricks and deception to try to get the other side to concede more than you concede. The goal in distributive bargaining is not to assure both sides win, but rather that one side (your 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. Distributive bargaining occurs when there is a fixed pie, a finite limit to a resource, and negotiators have to decide who gets how much of that pie. This type of negotiation is transactional, and deals with the tangible aspects of a deal. Distributive bargaining tactics rarely assume the pie will divided in half.
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