When both negotiators have a cooperative orientation,they ________.
A) tend to be less effective in terms of maximizing the pie
B) share information about interests and priorities directly
C) tend to be less effective than a group of individualist negotiators in terms of pie-expanding
D) use more distributive strategies

Question

Quizplus · Accepted Answer

When both negotiators have a cooperative orientation, they tend to share information about interests and priorities directly, which leads to better communication and a higher likelihood of finding mutually beneficial solutions. This type of approach is known as integrative bargaining, which involves expanding the pie and creating value for both parties. Therefore, option B is the best choice. The other options are incorrect because negotiators with a cooperative orientation are likely to be more effective in maximizing the pie, less likely to use distributive strategies, and more effective than individualist negotiators in terms of pie-expanding.

When Both Negotiators Have a Cooperative Orientation,they ________