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, is called
A) BATNA
B) a bargaining zone
C) mediation
D) integrative negotiation
E) distributive negotiation

Question

Quizplus · Accepted Answer

The collaborative approach described is characteristic of integrative negotiations, which aim to create value and find mutually beneficial solutions. A BATNA (A) refers to a party's Best Alternative To a Negotiated Agreement, while a bargaining zone (B) refers to the range of possible acceptable outcomes. Mediation (C) involves a neutral third party helping the disputing parties reach a solution, but it may not always involve a win-win approach. Distributive negotiation (E) is focused on dividing a fixed amount of resources, often leading to a zero-sum game mentality.

A Collaborative Approach to Negotiation That Is Based on a Win-Win