Which type of negotiation focuses on the merits of the issues, and the parties involved try to enlarge the available pie rather than stake claims to certain portions of it?
A) Integrative
B) Distributive
C) Good-faith
D) Consolidating
E) Process

Question

Quizplus · Accepted Answer

Integrative negotiation is also known as collaborative negotiation, and it focuses on creating a win-win situation by identifying underlying interests and goals of both parties rather than just dividing a fixed sum of resources. The parties involved in this type of negotiation try to find creative solutions that expand the available resources and benefits for both sides.

Which Type of Negotiation Focuses on the Merits of the Issues