Integrative negotiation fails because
A) negotiators fail to perceive the integrative potential of the negotiating problem.
B) of distributive assumptions about the negotiation problem.
C) of the mixed-motive nature of the issues.
D) of the negotiator's previous relationship with one another.
E) All of the above are reasons why integrative negotiations fail.

Question

Quizplus · Accepted Answer

Integrative negotiations can fail for various reasons mentioned in options A, B, C, and D. The negotiators may fail to identify the potential mutual gains in the situation, stick to a fixed-pie mentality, face different interests, and previous history that may prevent them from working together. Therefore, all of the above reasons contribute to the possibility of failure of the integrative negotiation process.

Integrative Negotiation Fails Because