Negotiation Management, Analysis and Support
Distributive Negotiations		1
Single issue negotiations

Distributive, integrative and mixed negotiations were introduced and discussed by:

R.E. Walton and R.B. McKersie, A Behavioral Theory of Labor Relations, 1965.

Distributive negotiations:

• Why distributive?
• Definitions and concepts
• Key concepts
• Positive and negative contract zones
• Parties' surplus
• Range of surplus
• Anchoring and aspirations
• Preparation
• Beliefs and probability
• The role of information
• Strategies
• The role of disputing costs in bargaining
• Private information in negotiations
• Strategies and tactics