_____ is an approach in which the parties' goals are not seen as mutually exclusive, but the focus is on both sides achieving their objectives.
A)Distributive bargaining
B)Accommodating
C)Integrative negotiation
D)Compromising

Question

_____ is an approach in which the parties' goals are not seen as mutually exclusive, but the focus is on both sides achieving their objectives.​
A)Distributive bargaining​
B)Accommodating​
C)Integrative negotiation​
D)Compromising​

Quizplus · Accepted Answer

Integrative negotiation is an approach in which the parties try to find solutions that are beneficial to both sides, rather than treating the negotiations as a zero-sum game. It involves identifying common interests and priorities, and looking for ways to create value and expand the pie. By contrast, distributive (or competitive) bargaining assumes that the parties are in a fixed-sum game where one side's gain is the other side's loss, and the focus is on dividing the available resources. Accommodating involves yielding to the other party's demands, while compromising involves finding a middle ground between the parties' positions.

_____ Is an Approach in Which the Parties' Goals Are