Fundamental distributive bargaining strategies are used by negotiators when both sides are trying to gain the majority share of a limited resource. Distributive bargaining strategies are valuable when ...

When you're a business owner, it's inevitable that you will have to engage in some type of negotiation, whether it involves your employees, a vendor, a customer or a potential investor. The challenge, ...

In addition, to the student or lay negotiator, "integrative" and "distributive" are not naturally evocative terms, but rather serve as terms of art. Other labels, such as "creating" and "claiming" ...