HONIG: Distributive bargaining is what some people will call win-lose bargaining, when the parties don't have any mutual interests at all. So what they're looking for is what we call in negotiations value taking. There's only one amount of pie. And once I get some, and the other side gets some, whoever gets the most wins.
CHANG: So let's talk about ... the international trade arena. What are the limits specifically that distributive bargaining bumps up against?
HONIG: It bumps up against a few limits. The first has to do with ongoing relationships... The second and, I think, more important has to do with complexity and what we call value adding. So when you're value taking, there's a limited pie. You want as much as you can. When you're value adding, you're looking at how you can create value for the other side. The other side can create value for you. And, therefore, ultimately, you walk away with a deal that you both want.
CHANG: Yeah. You call this integrative bargaining. This is the other bargaining style.