With reference to the negotiation approaches developed by Ury,Brett,and Goldberg,which of the following approaches is most likely to be effective in implementing integrative strategies and in pie-expansion?
A) power-based approach
B) interests-based approach
C) rights-based approach
D) capabilities-based approach

Question

Quizplus · Accepted Answer

The interests-based approach, also known as principled negotiation, is most likely to be effective in implementing integrative strategies and pie-expansion because it focuses on identifying and addressing the underlying needs, interests, and concerns of both parties. This approach seeks to create mutually beneficial agreements that satisfy the interests of both parties, rather than simply dividing or compromising a fixed amount. By identifying and expanding the potential value to be shared, integrative negotiations encourage creative problem-solving, collaboration, and mutual gains. Power-based approaches like coercion or manipulation may generate short-term gains, but they can damage relationships and undermine trust, leading to long-term losses. Rights-based approaches, on the other hand, may be useful in clarifying legal or contractual obligations, but they may not address the parties' underlying interests and preferences. Capabilities-based approaches focus on enhancing the parties' abilities or resources, which may be useful in some cases, but they may not necessarily lead to value creation or joint problem-solving.

With Reference to the Negotiation Approaches Developed by Ury,Brett,and Goldberg,which