Integrative bargaining focuses on ________.
A) competition
B) short-term benefits
C) zero-sum gains
D) ensuring balanced inputs
E) long-term relationships

Question

Quizplus · Accepted Answer

Integrative bargaining is a collaborative negotiation style that focuses on creating mutually beneficial solutions and building long-term relationships between parties. It involves identifying common interests and values, exchange of information, and brainstorming creative solutions to reach win-win outcomes. It contrasts with distributive bargaining, where parties focus on claiming value from the other side, and tends to result in a zero-sum game. Integrative bargaining is particularly useful when the parties involved have ongoing relationships or when they need to preserve goodwill and trust between them.

Integrative Bargaining Focuses on ________