A competitive and adversarial negotiation approach in which each party strives to get as much as it can, usually at the expense of the other party, is called:
A) BATNA.
B) a bargaining zone.
C) mediation.
D) integrative negotiation.
E) distributive negotiation.

Question

Quizplus · Accepted Answer

A competitive and adversarial negotiation approach in which each party strives to get as much as it can, usually at the expense of the other party is known as distributive negotiation. In distributive negotiation, the parties involved are focused on dividing up a fixed amount of goods, money, or resources, and they adopt a win-lose mentality. The objective is to achieve the most advantageous deal for oneself, irrespective of the adverse impact it may have on the other side. The other options, such as BATNA, bargaining zone, mediation, and integrative negotiation, do not fit the description of competitive and win-lose negotiation.

A Competitive and Adversarial Negotiation Approach in Which Each Party