Walton and the McKersie outlined four sub-processes in negotiation.The sub-process most people are familiar with is:

Question

Quizplus · Accepted Answer

Distributive bargaining is the sub-process most people are familiar with, as it involves the competitive and sometimes confrontational negotiation of the distribution of resources or benefits between two parties. It is commonly referred to as win-lose negotiation, where one party's gain is the other party's loss.

Walton and the McKersie Outlined Four Sub-Processes in Negotiation