A negotiating strategy in which the possibility of win-win, lose-win, and lose-lose outcomes is recognized, and there is acknowledgement that achieving a win-win outcome will depend on mutual trust and problem solving, is known as ________ bargaining.
A)integrative
B)mutual gains
C)concessionary
D)distributive
E)interest-based

Question

Quizplus · Accepted Answer

Integrative bargaining recognizes the possibility of achieving mutually beneficial outcomes for both parties involved in the negotiation. It involves problem-solving and collaboration to identify and maximize shared interests and create value for both sides. This approach requires a high level of trust between the parties and a willingness to work together to achieve a positive outcome. The other options such as concessionary bargaining, distributive bargaining, and interest-based bargaining focus more on negotiating the best possible outcome for one party, often at the expense of the other party. Mutual gains bargaining is a similar concept to integrative bargaining, but it is not a commonly used term in the field of negotiation.

A Negotiating Strategy in Which the Possibility of Win-Win, Lose-Win