Which of the following statements is true of distributive negotiation?
A) Both parties expect to benefit by building a long-term relationship.
B) In these negotiations,what one person wins,the other person loses.
C) Each party makes trade-offs in an effort to create more value for each negotiator.
D) Distributive negotiations focus on multiple issues.

Question

Quizplus · Accepted Answer

In distributive negotiation, the focus is on dividing a fixed amount of resources or determining who will get the most of a scarce resource. This makes it a win-lose situation, where one party gains at the expense of the other party. Therefore, option B is the correct answer. Option A is incorrect because distributive negotiation is generally not focused on building long-term relationships. Option C is incorrect because distributive negotiation does not aim to create more value for each negotiator, but rather to maximize the individual gains of each party. Option D is also incorrect because distributive negotiation is typically focused on a single issue, rather than multiple issues.

Which of the Following Statements Is True of Distributive Negotiation