Which type of negotiation is characterized by a win-lose situation?

Distributive bargaining is characterized by a win-lose situation because it operates on the premise that the resources or benefits being negotiated are fixed and limited. In this type of negotiation, one party's gain comes at the expense of the other party. The focus is on claiming value rather than creating value, meaning that the negotiation participants are typically in competition over the same set of resources. This often leads to a zero-sum game where any advantage gained by one negotiator results in an equal disadvantage for the other, emphasizing the win-lose dynamic.

In contrast, integrative bargaining, collaborative bargaining, and cooperative bargaining often focus on finding solutions that benefit all parties involved, creating a win-win situation where mutual gains are sought.