Integrative negotiation begins with:
A)Slicing a fixed pie equally.
B)Investigating how to expand the pie.
C)Planning how to take the entire pie.
D)Planning how to maximize your slice of the pie.

Question

Quizplus · Accepted Answer

Integrative negotiation is about finding ways to expand the pie so that both parties can benefit. It is not about simply dividing a fixed pie equally or trying to take the entire pie for oneself. Maximizing your own slice of the pie may be a component of the negotiation but should not be the primary focus. Therefore, investigating how to expand the pie is the best choice to begin with in integrative negotiation.

Integrative Negotiation Begins With