Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.
Answer: In distributive situations negotiators are motivated to win the competition and beat the other party, or gain the largest piece of the fixed resource that they can. In order to achieve these objectives, negotiators usually employ "win-lose" strategies and tactics. This approach to negotiation—called distributive bargaining--accepts the fact that there can only be one winner given the situation, and pursues a course of action to be that winner. The purpose of the negotiation is to claim value---that is, to do whatever is necessary to claim the reward, gain the lion's share, or gain the largest piece possible.