The integrative aspect of negotiation:
A) focuses on decreasing the "size of the pie."
B) is more beneficial than a conflict resolution approach.
C) requires the entrepreneur to lower the reservation price.
D) requires the negotiator to not decrease the price and not back down.

Question

Quizplus · Accepted Answer

The integrative aspect of negotiation is focused on creating value and expanding the pie rather than decreasing it. This approach is typically more beneficial than a conflict resolution approach as it seeks to find mutually beneficial outcomes for all parties involved. It does not necessarily require the entrepreneur to lower their reservation price, but instead to find creative solutions that meet the interests of all parties involved. Backing down or refusing to decrease the price may lead to a breakdown in negotiations, whereas integrative negotiation involves finding common ground and compromise.

The Integrative Aspect of Negotiation