__________ is negotiation that seeks to divide a fixed pie.
A)Unethical bargaining
B)Distributive bargaining
C)BATNA
D)Integrative bargaining

Question

Quizplus · Accepted Answer

Distributive bargaining is a type of negotiation where the parties involved are trying to divide a fixed pie, meaning that they are trying to distribute a limited amount of resources between themselves. This type of negotiation often involves competitive and positional tactics, where each party tries to maximize their share of the resources at the expense of the other party. In contrast, integrative bargaining seeks to expand the pie by identifying mutually beneficial opportunities for both parties, and finding ways to create joint value.

__________ Is Negotiation That Seeks to Divide a Fixed Pie