Which type of negotiation occurs when any gain to one party is offset by an equivalent loss to the other?
A) Mediation
B) Conciliation
C) Distributive negotiation
D) Integrative negotiation
E) Arbitration

Question

Quizplus · Accepted Answer

Distributive negotiation, also known as competitive or fixed-pie negotiation, is characterized by a zero-sum game where any gain made by one party results in an equal loss to the other party. The negotiation revolves around the distribution of a fixed amount of resources, and the goal is to maximize one's own share while minimizing the other party's share. In other words, it is a win-lose situation where the parties are in direct opposition to each other. The other options, such as mediation, conciliation, integrative negotiation, and arbitration, involve different approaches and techniques and do not necessarily result in a zero-sum outcome.

Which Type of Negotiation Occurs When Any Gain to One