_____ negotiations involve joint problem solving to achieve results that provide benefits to both parties.
A) Attitudinal
B) Principled
C) Integrative
D) Distributive

Question

Quizplus · Accepted Answer

Integrative negotiations focus on finding creative solutions that benefit both parties, rather than simply splitting a pie or dividing resources in a zero-sum game (distributive). Integrative negotiations also involve mutual respect, open communication, and a willingness to collaborate to achieve a win-win outcome. Attitudinal and principled negotiations are not commonly used terms in negotiation theory.

_____ Negotiations Involve Joint Problem Solving to Achieve Results That