Which of the following is a characteristic of an integrative negotiation?
A) Creating value for both negotiators
B) Lack of interpersonal trust
C) What one wins, the other loses
D) Focus on a single issue

Question

Which of the following is a characteristic of an integrative negotiation?  
A) Creating value for both negotiators
B) Lack of interpersonal trust
C) What one wins, the other loses
D) Focus on a single issue

Quizplus · Accepted Answer

An integrative negotiation involves creating value for both negotiators by exploring multiple issues and interests. It is a collaborative process where the goal is to find a solution that benefits everyone involved, rather than a competitive process where one negotiator wins and the other loses. Interpersonal trust is typically an important component of integrative negotiations. Therefore, options B, C, and D are not characteristics of integrative negotiation.

Which of the Following Is a Characteristic of an Integrative