Kevin Garvey - What is Distributive Negotiation? What is Distributive Negotiation? Distributive negotiation is a competitive bargaining process in which two or more parties try to divide a fixed amount of value between them. Instead of working together to create new benefits, each side focuses on claiming the largest possible share of what already exists. This is why distributive negotiation is often described as “splitting the pie.” If one person gains more, the other must receive less. According to Procurement Tactics, this type of negotiation typically centers on a single issue, most commonly price, and emphasizes value claiming rather than cooperation. The Harvard Program on Negotiation similarly explains that distributive negotiation involves zero-sum thinking, where one party’s gain directly corresponds to another party’s loss. This approach contrasts with integrative negotiation, which focuses on collaboration and mutual benefit. Integrative negotiation seeks win–win outcom...