What is a key characteristic of distributive negotiation?

Distributive negotiation is fundamentally characterized as a competitive negotiation process where the outcomes are viewed as a zero-sum game. This means that any gain by one party results in an equivalent loss for the other. The correct identification of distributive negotiation as being limited to short-term relationships reflects the nature of this negotiation style, which often prioritizes immediate results over long-lasting partnerships.

In distributive negotiation scenarios, the primary aim is to maximize one's own share of the resources or benefits available. This contrasts sharply with negotiation approaches that focus on broader, long-term relationships or collaboration, which are common in integrative negotiation. Since the objective in a distributive setting is to achieve the best possible deal for oneself—often at the expense of the other party—the relationships are not built on trust or mutual benefit, making them inherently short-term.

Other options involve components that align more with integrative negotiation strategies, which are characterized by cooperative dynamics aiming towards win-win outcomes and fostering long-term partnerships. Thus, while options focusing on group dynamics or collaborative benefits reflect a more relational or integrative approach, they do not align with the defining features of distributive negotiation.