Which of the following is not a step in the integrative bargaining process?
A) Create standards for decision making
B) Identify issues that need to be discussed
C) Present a list of demands to the other party
D) Understand each side's fundamental interests

Question

Quizplus · Accepted Answer

Integrative bargaining is a collaborative process where the two parties work together to find mutually beneficial solutions. The steps in this process include identifying the issues that need to be addressed, understanding each side's fundamental interests, creating standards for decision making, generating options, and reaching an agreement. However, presenting a list of demands to the other party is not a step in this process because it implies a more competitive, distributive bargaining approach where one party attempts to get as much as possible from the other.

Which of the Following Is Not a Step in the Integrative