In the context of confronting and negotiating, sometimes _____ causes negotiators to focus so much on their differences that they ignore their common ground.
A)distributive bargaining
B)nonaction
C)integrative negotiation
D)secrecy

Question

In the context of confronting and negotiating, sometimes _____ causes negotiators to focus so much on their differences that they ignore their common ground.​
A)​distributive bargaining
B)nonaction​
C)integrative negotiation​
D)secrecy​

Quizplus · Accepted Answer

Distributive bargaining, also known as positional bargaining, is a type of negotiation where the parties involved see the situation as a "fixed pie," meaning that there is only a limited amount of resources to divide. In this type of negotiation, the focus is on maximizing one's own share of the resources, which often leads to parties emphasizing their differences rather than their common ground. This can result in a lack of collaboration and an inability to reach an agreement that benefits both parties.

In the Context of Confronting and Negotiating, Sometimes _____ Causes