Modified integrative bargaining is a term used to describe a process of negotiations where:
A) integrative bargaining is tried first and, if it fails, distributive bargaining takes place
B) distributive bargaining occurs first and, if it fails, integrative bargaining takes place
C) one or both parties says they will try integrative bargaining but don't really apply the principles
D) integrative bargaining tactics are used simultaneously with distributive bargaining tactics

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Quizplus · Accepted Answer

Modified integrative bargaining refers to a negotiation strategy where parties initially attempt integrative bargaining, which focuses on mutual benefits and win-win outcomes. If this approach does not yield satisfactory results, they then shift to distributive bargaining, which is more about dividing a fixed amount of resources, often leading to win-lose outcomes.

Modified Integrative Bargaining Is a Term Used to Describe a Process