Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:
A)A distributive strategy.
B)An integrative strategy.
C)An interest-based strategy.
D)A principled strategy.

Question

Quizplus · Accepted Answer

A negotiator who is highly concerned with achieving their substantive goals but has significantly less concern for the relationship or the other party's goals is more likely to adopt a distributive strategy. This approach involves attempting to maximize one's own share of the resources or outcomes in a negotiation setting, often at the expense of the other party. It is a win-lose approach characterized by limited collaboration or cooperation.

Negotiators Who Are Highly Concerned with Achieving Their Substantive Goals