>[!abstract] >Distributive bargaining, also called "claiming value," "zero-sum," or "win-lose" bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money. The parties assume that there is not enough to go around, and they cannot "expand the pie," so the more one side gets, the less the other side gets ([[Spangler, 2003a]]). >[!related] >- **North** (upstream): — >- **West** (similar): — >- **East** (different): [[Integrative bargaining]] >- **South** (downstream): —