________ negotiation focuses on win-lose claims made by each party for certain preferred outcomes.
A)Distributive
B)Integrative
C)Principled
D)Collaborative
E)Substantive

Question

Quizplus · Accepted Answer

Distributive negotiation typically involves a fixed pie, where there is a limited amount of resources to be divided and each party tries to maximize their share. This often leads to a win-lose outcome, where one party gains at the expense of the other. Integrative negotiation, on the other hand, seeks to expand the pie by finding mutually beneficial solutions, resulting in a win-win outcome. Principled negotiation focuses on the merits of the dispute and seeks to find a fair and objective solution that satisfies both parties. Collaborative negotiation emphasizes cooperation and working together to achieve a common goal. Substantive negotiation refers to discussions that focus on the specific issues being negotiated rather than on personal relationships or emotions.

________ Negotiation Focuses on Win-Lose Claims Made by Each Party