Distributive and Integrative Negotiations
Read the sections on the distributive and integrative approaches to negotiations. The often-cited analogy for an integrative or collaborative concept is to "expand the pie", whereas in a distributive negotiation, the parties view the pie as fixed. Each of the parties tries to get more of the pie and win.
Click https://saylordotorg.github.io/text_human-relations/s13-04-negotiations.html link to open resource.