Traditional win-lose,fixed amount situations--where one party's gain is another party's loss--characterize:
A) distributive negotiations
B) integrative negotiations
C) attitudinal structuring
D) intraorganizational negotiations

Question

Quizplus · Accepted Answer

Distributive negotiations are characterized by a fixed amount of resources that must be divided between the parties, such that one party's gain comes at the expense of the other party's loss. This is a win-lose scenario, as opposed to integrative negotiations, which involve expanding the pie so that both parties can benefit. Attitudinal structuring and intraorganizational negotiations refer to other aspects of negotiating and are not specifically related to win-lose or win-win situations.

Traditional Win-Lose,fixed Amount Situations--Where One Party's Gain Is Another Party's