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,” ...

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 ...

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 ...

Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no ...