IP ADR Dictionary: Distributive Bargaining
Distributive Bargaining (d-stryby-tv bärgn-ng) aka "cutting the baby in half"
(right: King Solomon. Although we use the term "cutting the baby in half" to signify compromise, the phrase refers to Solomon's "reality test" for two women, each claiming to be an infant's mother. When the King suggested cutting the baby in half, the woman who gave up the infant was declared its mother. The term should be more readily associated with integrative or interest-based negotiation because the ploy revealed the parties' true interests, reunited mother with child and saved the child's life. Not bad for a day's work -- hence the equation of Solomonic with wisdom).
1. the process by which the parties distribute the substance over which they are negotiating
2. the “spread” between the parties’ respective bottom lines
3. a Zero Sum exchange in which whatever one side gains, the other side loses
4. means of reaching a deal in which one party generally has to suffer the larger portion of the “loss” on the spread
5. classic “win-lose” negotiation
6. parties move toward resolution through a series of concessions
7. when mediating, the parties often use the mediator as a “conduit” for the series of concessions
