Which of the following statements best reflects the intent of a shipper and a carrier who are negotiating a contract utilizing the integrative bargaining technique?
A) The shipper is integrating its shipping needs and the carrier is integrating its market power to achieve better contract terms individually.
B) The shipper and the carrier are attempting to understand each other's needs to create mutually beneficial contract terms.
C) The shipper and the carrier are making an integrated effort to make extreme demands followed up by small, slow concessions.
D) The shipper and the carrier are in direct conflict with each other's goals and are attempting to take advantage of each other.

Question

Quizplus · Accepted Answer

The Answer of Which of the following statements best reflects the intent of a shipper and a carrier who are negotiating a contract utilizing the integrative bargaining technique?
A) The shipper is integrating its shipping needs and the carrier is integrating its market power to achieve better contract terms individually.
B) The shipper and the carrier are attempting to understand each other's needs to create mutually beneficial contract terms.
C) The shipper and the carrier are making an integrated effort to make extreme demands followed up by small, slow concessions.
D) The shipper and the carrier are in direct conflict with each other's goals and are attempting to take advantage of each other.

Which of the Following Statements Best Reflects the Intent of a Shipper