During contract negotiations, one of the negotiators says to his opposing negotiator, "Let's think out of the box on this problem. We are stuck on trying to divide up the pie. Why don't we try to make the pie bigger? That way we can both benefit." This negotiator is trying to move toward _____ bargaining.
A) intraorganizational
B) distributive
C) integrative
D) continuous
E) concessionary

Question

Quizplus · Accepted Answer

The negotiator is suggesting a solution that benefits both parties, which is characteristic of integrative bargaining. This approach seeks to create value and expand the pie, rather than just divide it, which is typical of distributive bargaining. Intraorganizational, continuous, and concessionary bargaining do not apply in this scenario.

During Contract Negotiations, One of the Negotiators Says to His