A key principle of integrative bargaining is that the parties should focus on ___________________ in negotiations.
A) Self interest
B) Common interests
C) Positions
D) Winning

Question

Quizplus · Accepted Answer

The key principle of integrative bargaining is that the parties should focus on common interests in negotiations. This approach encourages parties to work together to find solutions that benefit both sides, rather than focusing solely on their individual positions and self-interests. By identifying and prioritizing common interests, negotiators can find creative solutions that satisfy both parties and create value instead of just dividing what is available.

A Key Principle of Integrative Bargaining Is That the Parties