What characterizes distributive negotiation?

Distributive negotiation is characterized by a fixed pie scenario, where the resources or benefits that are being negotiated are limited and rigid. This situation leads to a zero-sum condition, meaning that any gain made by one party results in an equal loss for the other party. Each participant's goal is to maximize their own share of the resources at the expense of the other party, reflecting a competitive approach to negotiation.

In this context, choosing the option that states it occurs under zero-sum conditions accurately captures the essence of distributive negotiation. It emphasizes the idea that the interests of the two negotiating parties stand in direct opposition to each other, which is a hallmark of this negotiation strategy. This approach is often seen in situations such as salary negotiations or when negotiating the sale of a car, where one party's gain is inherently another's loss.

The other aspects mentioned in the other choices do not align with the nature of distributive negotiation. A win-win outcome suggests a collaborative approach more closely associated with integrative negotiation, where parties work together to find solutions that satisfy both sides. The characteristics of focusing solely on one party's interests or requiring collaboration also diverge from the competitive and individualistic nature of distributive negotiation.