Distributive negotiation assumes that mutual problem solving can result in a win-win situation in which the pie is actually enlarged before distribution.

Question

Quizplus · Accepted Answer

Distributive negotiation is characterized by a fixed-pie assumption where parties believe that any gain by one side is at the expense of the other, making it a win-lose situation rather than focusing on mutual problem solving for a win-win outcome.

Distributive Negotiation Assumes That Mutual Problem Solving Can Result in a Win-Win