Asked by Jessica Pierre on Jul 13, 2024
Verified
Distributive negotiation assumes a zero-sum, win-lose situation in which a fixed pie is divided up between the parties.
Distributive Negotiation
A negotiation strategy that views the resources being negotiated as fixed and limited, leading to a win-lose scenario between the parties.
Zero-Sum
A situation in competitive contexts where one party's gain is exactly balanced by another party's loss.
- Understand the foundational principles and the consequences of engaging in distributive negotiation.
Verified Answer
YM
Yajaira MendezJul 17, 2024
Final Answer :
True
Explanation :
In distributive negotiation, it is assumed that there is a limited amount of resources or benefits to be divided, meaning that one party's gain is directly correlated with the other party's loss, reflecting a zero-sum, win-lose scenario.
Learning Objectives
- Understand the foundational principles and the consequences of engaging in distributive negotiation.
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