Western Governors University (WGU) BUS2050 D077 Concepts in Marketing, Sales, and Customer Contact Practice Exam

The type of negotiation that views the situation as a fixed pie to be divided is characterized as distributive negotiation. This approach fundamentally assumes that the resources available are finite and limited, creating a competitive environment where one party's gain is inherently another party's loss. The aim in distributive negotiation is to secure the largest possible share of the resources, often leading to a win-lose scenario where one party comes out ahead at the expense of the other.

In this context, while win-lose negotiation aligns closely with the characteristics of distributive negotiation by embodying the notion of one party benefiting disproportionately, it is essential to recognize that the term "distributive negotiation" more accurately encompasses the fixed pie concept of resource division. Distributive negotiation focuses entirely on the division of limited resources, emphasizing tactics that maximize individual outcomes without considering mutual benefit or collaboration, which distinguishes it from other negotiation styles.