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

Question

Quizplus · Accepted Answer

Distributive bargaining, also known as "fixed pie" negotiation, is a competitive approach where each party tries to gain the most value from a limited amount of resources. This approach usually involves haggling or compromise, as each party tries to get the best possible deal for themselves. Integrative negotiation, on the other hand, is a collaborative approach where each party seeks to create value and find mutually beneficial solutions. Spiral bargaining is not a recognized term in negotiation theory, and collective bargaining is a specific type of negotiation between workers and their employers.

A Negotiation Approach Where Each Party Seeks to Maximize Its