Whereas distributive bargaining is often characterized by mistrust and suspicion,integrative negotiation is characterized by which of the following?
A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion

Question

Quizplus · Accepted Answer

Integrative negotiation is characterized by trust and openness. In integrative negotiation, both parties work together to create a mutually beneficial outcome, leading to a higher level of collaboration, transparency, and openness. Both parties may share information, ideas, and concerns without fear of being betrayed, and this creates a more conducive environment for negotiations to be successful.

Whereas Distributive Bargaining Is Often Characterized by Mistrust and Suspicion,integrative