ABSTRACT
Distributive bargaining, also known as the single-issue haggle, is discussed in detail in this chapter. The problems associated with zero-sum negotiation include unilateral movement, unknown exit points, the fear of misstepping and the difficult decisions on where and when to start and stop. Psychologically damaging concerns questioning movement – or lack of it – make this type of bargaining fraught with disappointment. The chapter also addresses the issue of deadlock, which is a common outcome of the single-issue negotiation.
