A negotiation approach where each party seeks to maximize its resources is called:
A) recursive bargaining.
B) distributive bargaining.
C) spiral bargaining.
D) collective bargaining.

Question

Quizplus · Accepted Answer

Distributive bargaining, also known as zero-sum or win-lose bargaining, is an approach in which each party tries to gain as much as possible at the expense of the other. It assumes that there is a fixed amount of resources to be divided between the parties and negotiators must try to get the biggest share for themselves. This approach can lead to conflict and can be ineffective in creating long-term relationships, but may be useful in one-time or short-term negotiations.

A Negotiation Approach Where Each Party Seeks to Maximize Its