__________ negotiation focuses on positions staked out or declared by the parties involved who are each trying to claim certain portions of the available pie.
A) Integrative
B) Distributive
C) Good-faith
D) Consolidating
E) Process

Question

Quizplus · Accepted Answer

Distributive negotiation is a win-lose negotiation where parties try to maximize their share of a limited resource or available pie. The negotiation typically focuses on positions staked out or declared by the parties involved. In this type of negotiation, each party tries to claim a larger portion of the pie than the other party, resulting in a zero-sum game.

__________ Negotiation Focuses on Positions Staked Out or Declared by the Parties