Distributive negotiation is also known as what type of negotiation?

Distributive negotiation is correctly identified as positional negotiation due to its focus on positions taken by the parties involved. In this type of negotiation, each party aims to achieve the most favorable outcome for themselves, often at the expense of the other party. This approach typically involves claiming a fixed resource or "pie," which leads to a competitive dynamic where both sides are working to maximize their gain, often leading to a win-lose scenario.

This contrasts with collaborative negotiations, which aim for win-win outcomes where both parties work together to appreciate each other's interests. Interest-based negotiations focus on the underlying needs and motivations rather than the positions, while facilitative negotiations involve a third party guiding the discussion to ensure mutual understanding and cooperation. Hence, positional negotiation aptly characterizes the competitive nature of distributive negotiation, reinforcing the idea of fixed pie scenarios and self-interest.