A(n) ________ negotiation usually involves a single issue in which one person gains at the expense of another.
A) Distributive
B) Integrative
C) Compromise
D) Added-value
E) Alternative

Question

Quizplus · Accepted Answer

Distributive negotiation is also known as competitive or zero-sum negotiation, where the outcome is based on what one person gains at the expense of the other. It is usually a single issue negotiation, where one party tries to maximize their gains while limiting the losses of the other party. Therefore, option A) is the correct answer. The other options do not fit the given description of a single-issue negotiation that involves one person gaining at the expense of the other.

A(n) ________ Negotiation Usually Involves a Single Issue in Which