Which describes distributive negotiation?

• A. Win-win
• B. Lose-lose
• C. Compromise
• D. Collaborative solution

Answer: (B)

Distributive negotiation centers on dividing a fixed amount of value, like a pie. The aim is to claim as much as possible, so any gain for one side comes at the expense of the other. That creates a win-lose dynamic: one party wins, the other loses. The other options describe approaches where value is shared or created—win-win, compromise, collaborative solutions—so they reflect integrative or cooperative processes rather than a pure distributive contest. In short, distributive negotiation is a zero-sum, win-lose situation over a fixed resource.