The approach in negotiation that seeks to get as big a total as across negotiators as possible (enlarging the pie) is called:
A)a distributive approach
B)an additive approach
C)a disjunctive approach
D)an integrative approach
E)a yeasted approach

Question

Quizplus · Accepted Answer

An integrative approach in negotiation focuses on collaborating with the other party to expand the resources or options available, aiming for a win-win outcome where the total value for all parties is maximized. This contrasts with a distributive approach, which views the negotiation as a zero-sum game where one party's gain is another's loss.

The Approach in Negotiation That Seeks to Get as Big