What is the primary characteristic of distributive bargaining?

Distributive bargaining is fundamentally characterized by the concept of win-lose negotiation over fixed resources. This type of negotiation takes place when parties are attempting to divide a limited amount of resources, such as money, time, or other tangible assets. In this scenario, what one party gains is precisely what the other party loses, leading to a zero-sum situation where the total gains and losses are balanced out.

The focus here is on achieving the best possible outcome for oneself, often at the expense of the other party's interests. This is unlike integrative bargaining, which seeks a win-win situation where both parties can meet their goals through collaboration and compromise.

While recognizing that relationships can play a role in any negotiation context, distributive bargaining primarily emphasizes the transaction and the negotiation of value rather than fostering a long-term relationship between the negotiating parties. In this way, the essence of distributive bargaining lies in its competitive nature, where the allocation of resources takes precedence over relationship-building.