Overview and Implementation of Distributive Bargaining

Business people shaking hands


The distributive bargaining was first introduced by R.E Walton and R.B Mckersie in their negotiation theory ‘A Behavioral Theory of Labor Negotiations’. It is the process of bargaining where one party needs to give up while the other party gains. It is the win-lose negotiations where fixed amount of resources and assets that can be divided in the situations where there are no understanding between the parties.

Basic Concept

Distributive bargaining also known as the zero sum or win-lose bargaining is the competitive strategy for negotiation used for deciding the process of dividing the fixed resources , such as money. It is generally explained in terms of pie. When the disputants are working together then the size of the pie gets bigger. If the pie is divided, they can possess as much as they can if the as the size is enough for them. Unlike the integrative negotiation, the distributive bargaining is much more competitive in nature.

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