Target and resistance points are part of which bargaining strategy?
A)distributive bargaining
B)integrative bargaining
C)both distributive bargaining and integrative bargaining
D)neither distributive bargaining nor integrative bargaining

Question

Quizplus · Accepted Answer

Target and resistance points are typically used in distributive bargaining, where parties are attempting to maximize their own gains and may see the negotiation as zero-sum (i.e. one party's gain is the other party's loss). Integrative bargaining, on the other hand, emphasizes creating value for both parties and finding mutually beneficial solutions.

Target and Resistance Points Are Part of Which Bargaining Strategy