Distributive negotiation should be the negotiating style of choice when parties are mainly interested in:
A)Mutually satisfying outcomes.
B)Coming to a quick agreement.
C)Building the relationship.
D)Claiming the most value for themselves.

Question

Quizplus · Accepted Answer

Distributive negotiation is used when parties are mainly interested in claiming the most value for themselves, such as in a zero-sum game where one party's gain is the other's loss. This style typically involves fixed resources and competitive tactics, with each party trying to maximize their own share of the pie. Therefore, the best choice in this scenario is D, "claiming the most value for themselves."

Distributive Negotiation Should Be the Negotiating Style of Choice When