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The Two Most Important Kinds of Bargaining: Distributive (win-lose) vs. Integrative 
(win-win)
All bargaining situations can be divided into two categories:
Distributive (also called competitive, zero sum, win-lose or claiming value).Dominant 
strategies in this mode include manipulation, forcing, and withholding information.In this kind of bargaining, one side "wins" and one side "loses." In this situation there are fixed resources to 
be divided so that the more one gets, the less the other gets. In this situation, one person's interests oppose 
the others. In many "buying" situations, the more the other person gets of your money, the less you have 
left.The dominant concern in this type of bargaining is usually maximizing one's own interests.This version is also called 
"claiming value" since the goal in this type of situation is to increase your own value and decrease your 
opponent's.Integrative (collaborative, win-win or creating value).