When the parties in a negotiation focus on the solution as a pie that they are dividing between them,that's a(n)
A)integrative approach.
B)distributive approach.
C)alternative approach.
D)opportunistic approach.

Question

Quizplus · Accepted Answer

A distributive approach in a negotiation is when the parties view the negotiated outcome as a finite resource, like a pie, that they must divide between themselves. This approach often leads to a more competitive, win-lose negotiation style.

When the Parties in a Negotiation Focus on the Solution