I recently led a negotiation skills workshop for a client. Revisiting material I’ve collected on negotiations over the years, I was struck once again by a principle called “distributive negotiation,” ...

When you're a business owner, it's inevitable that you will have to engage in some type of negotiation, whether it involves your employees, a vendor, a customer or a potential investor. The challenge, ...

A new study finds that while women fare worse economically than men in many distributive negotiations, including salary negotiations, women do not lack the capability or motivation to bargain ...

Fundamental distributive bargaining strategies are used by negotiators when both sides are trying to gain the majority share of a limited resource. Distributive bargaining strategies are valuable when ...