As a result of the _______ negotiations, Ted got what he wanted and Mark ended up having to put in extra time and effort to accommodate the change in plans.
A) integrative
B) distributive
C) negative bargaining
D) ZOPA

Question

As a result of the _______ negotiations, Ted got what he wanted and Mark ended up having to put in extra time and effort to accommodate the change in plans.
A) integrative 
B) distributive
C) negative bargaining
D) ZOPA

Quizplus · Accepted Answer

Distributive negotiations are focused on dividing a fixed amount of resources or reaching an agreement where one party gains and the other party loses. In this scenario, Ted got what he wanted, indicating a win-lose situation. Integrative negotiations, on the other hand, aim to create a win-win outcome by identifying and expanding the shared interests between the parties. Negative bargaining is not a recognized term in negotiation theory, and ZOPA (Zone of Possible Agreement) refers to the range between the buyer's reservation point and the seller's reservation point where both parties would be willing to agree.

As a Result of the _______ Negotiations, Ted Got What