Which of the following statements is true regarding integrative bargaining?
A) Integrative bargaining leaves one party a loser.
B) In terms of intraorganizational behavior, all things being equal, distributive bargaining is preferable to integrative bargaining.
C) Integrative bargaining focuses on long-term relationships.
D) Integrative bargaining operates under zero-sum conditions.
E) Integrative bargaining involves low information sharing.

Question

Quizplus · Accepted Answer

Integrative bargaining is focused on developing long-term relationships between parties. It seeks to create value for all parties involved rather than leaving one party a loser. Integrative bargaining involves high levels of information sharing and aims to expand the pie for everyone involved. In terms of intraorganizational behavior, integrative bargaining is generally seen as preferable to distributive bargaining, as it leads to more collaborative and sustainable relationships. Zero-sum conditions are characteristic of distributive bargaining, not integrative bargaining.

Which of the Following Statements Is True Regarding Integrative Bargaining