Which of the following statements is true of agreements that create value?
A) They involve a distributive negotiation process.
B) They weaken the relationship between negotiators.
C) They involve bargaining over interests.
D) They often result in higher-quality agreements that strengthen the relationship between negotiators.

Question

Quizplus · Accepted Answer

Agreements that create value involve collaborative or integrative negotiation process where parties work together to achieve a win-win outcome that satisfies the interests of both parties. Instead of bargaining over positions, they focus on identifying underlying interests and goals. This process often results in higher quality agreements that benefit both sides and promote a stronger relationship between negotiators.

Which of the Following Statements Is True of Agreements That