Distributive Negotiation

Distributive Negotiation is a type of negotiation strategy in which parties compete to allocate a fixed sum of value, characterized by win-lose outcomes and positional bargaining.

Publications

4.8K

Citations

143

Authors

Institutions

Publications per year

2017–2026

Variants

Competitive Negotiation

Parents

Negotiation

Children

Deal PerceptionFixed-pie BiasLabor BargainingNegotiation AsymmetryNegotiation Opening OffersNegotiator ConfidenceSingle-issue BargainingTarget Points

Publications

Proportional Solutions to Bargaining Situations: Interpersonal Utility Comparisons

Ehud Kalai · Econometrica · 1977 · 761 citations

Social Sciences, Social Psychology, Decision Theory +11

Bargainer characteristics in distributive and integrative negotiation.

Bruce Barry, Ray Friedman · Journal of Personality and Social Psychology · 1998 · 373 citations

Management, Psychology, Social Psychology +13

TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES

Laurie R. Weingart, Leigh Thompson, Max H. Bazerman et al. · International Journal of Conflict Management · 1990 · 265 citations

Management, Social Psychology, Conflict Resolution +12

THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL

J. Keith Murnighan, Linda Babcock, Leigh Thompson et al. · International Journal of Conflict Management · 1999 · 195 citations

Social Sciences, Economics, Social Psychology +17

Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy

Kathleen M. O’Connor, Josh A. Arnold · Organizational Behavior and Human Decision Processes · 2001 · 182 citations

Social Sciences, Psychology, Social Psychology +10

1–5 of 73

Authors

143

LT
Leigh Thompson
Northwestern University, United States
4 publications · 737 citations
4
h-index
RI
Roderick I. Swaab
INSEAD, France
4 publications · 189 citations
4
h-index
CK
Carsten K. W. De Dreu
University of Amsterdam, Netherlands
3 publications · 326 citations
3
h-index
AD
Adam D. Galinsky
Columbia University, United States
3 publications · 305 citations
3
h-index
PW
Paul W. Paese
University of Missouri–St. Louis, United States
3 publications · 126 citations
3
h-index

1–5 of 143

Institutions

1–8 of 99

Venues

Journal of Personality and Social Psychology
6 publications · 791 citations
6
h-index
Organizational Behavior and Human Decision Processes
6 publications · 636 citations
6
h-index
Group Decision and Negotiation
5 publications · 228 citations
5
h-index
International Journal of Conflict Management
4 publications · 555 citations
4
h-index
Journal of Experimental Social Psychology
4 publications · 95 citations
4
h-index

1–5