_____ is a collaborative approach to negotiation that is based on a win-win assumption, whereby the parties want to come up with a creative solution that benefits both sides of the conflict.
A) BATNA
B) A bargaining zone
C) Mediation
D) Integrative negotiation
E) Distributive negotiation

Question

Quizplus · Accepted Answer

Integrative negotiation is a collaborative style of negotiation where both parties attempt to find a solution that satisfies the interests of both sides. It's different from Distributive Negotiation, where the parties focus on dividing the resources available, and is based on a win-lose mentality. In Integrative Negotiation, parties work together to leverage their mutual interests and create value.

_____ Is a Collaborative Approach to Negotiation That Is Based