Which type of negotiation occurs when any gain to one party is offset by an equivalent loss to the other?
A) mediation
B) conciliation
C) distributive negotiation
D) integrative negotiation
E) arbitration

Question

Quizplus · Accepted Answer

Distributive negotiation is also known as zero-sum or win-lose negotiation where any gain to one party results in an equivalent loss to the other party. It is a competitive negotiation method where parties try to maximize their own interests and often involves haggling over a fixed pie of resources. In contrast, integrative negotiation is a collaborative negotiation approach where parties work together to expand the pie of resources and find solutions that benefit both parties. Mediation, arbitration, and conciliation are dispute resolution methods that may involve negotiation but do not necessarily follow a distributive or integrative approach.

Which Type of Negotiation Occurs When Any Gain to One