Distributive Negotiation

The video tutorial explains distributive negotiation, where the interest at stake is a fixed sum, making it a competitive, win-lose scenario. It highlights that while one party gains, the other loses, but both can still achieve their reservation points. An example illustrates how both parties can 'win' by exceeding their minimum acceptable outcomes. The tutorial also discusses how competitive aspects can lead to negotiation failure and notes that distributive negotiations are common in single transaction scenarios.

What is a distributive negotiation and how does it differ from integrative negotiation?

Explain the concept of 'fixed sum' in the context of distributive negotiation.

How do reservation points affect the outcomes in a distributive negotiation?

Discuss the reasons why distributive negotiations may fail despite being within the zone of potential agreement.

In what scenarios are distributive negotiations most commonly found, and why?