_____ focuses on win-lose claims made by each party for certain preferred outcomes.
A) Distributive negotiation
B) Integrative negotiation
C) Principled negotiation
D) Collaborative negotiation
E) Substantive negotiation

Question

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Distributive negotiation is a type of negotiation where the parties involved focus on win-lose claims made by each party for certain preferred outcomes. In this type of negotiation, the parties typically have a fixed amount of resources and are trying to divide them up in a way that benefits each party. They may use tactics such as making extreme opening offers or concessions, withholding information, or bluffing to try and gain an advantage. In contrast, integrative negotiation (B) focuses on creating value through collaboration and finding mutually beneficial solutions, while principled negotiation (C) emphasizes identifying and addressing underlying interests and values rather than just positions. Collaborative negotiation (D) and substantive negotiation (E) are broad terms that can encompass various types of negotiation strategies and approaches.

_____ Focuses on Win-Lose Claims Made by Each Party for Certain