A competitive and adversarial negotiation approach in which each party strives to get as much as it can, usually at the expense of the other party, is called:
A) arbitration.
B) a bargaining zone.
C) mediation.
D) integrative negotiation.
E) distributive negotiation.

Question

Quizplus · Accepted Answer

The description provided in the question matches the characteristics of distributive negotiation, where each party competes to get as much as possible from the other party. This approach is also commonly known as "win-lose" negotiation, where one party's gain is directly proportional to the other party's loss. The other options (arbitration, bargaining zone, mediation, integrative negotiation) do not fit the given definition.

A Competitive and Adversarial Negotiation Approach in Which Each Party