Integrative negotiations:

Question

Quizplus · Accepted Answer

Integrative negotiations expand the range of items of interest in a negotiation, thereby creating more value and making the deal bigger. This approach helps both parties to get more of what they want and can lead to a win-win outcome. Option A is incorrect because integrative negotiations are not about giving more to one side than another. Option B is incorrect because while it may be helpful to have at least one issue that both parties can work together on, it is not a requirement for integrative negotiations. Option C is incorrect because if the negotiators are only concerned with how to divide the pie, it would be a distributive negotiation rather than an integrative one.

Integrative Negotiations