A major obstacle to reaching integrative negotiation agreements is negotiators' beliefs about the outcome of some future event.A _______ is a type of agreement in which parties leverage differences of opinion to form an integrative agreement.
A)speculative agreement
B)contingency contract
C)compromise contract
D)fixed contract

Question

Quizplus · Accepted Answer

A contingency contract is a type of agreement in which parties leverage differences of opinion to form an integrative agreement. It involves negotiation based on possible future events or developments, rather than the immediate situation, allowing parties to reach mutually beneficial agreements despite differences in opinions or beliefs about the future. The other options (A, C, and D) are either not recognized negotiation terms or do not accurately describe this type of negotiation agreement.

A Major Obstacle to Reaching Integrative Negotiation Agreements Is Negotiators