What is the term used to describe the competitive behaviours in negotiations that influence the division of limited resources?
A) Attitudinal structuring
B) Intra-organizational bargaining
C) Integrative bargaining
D) Distributive bargaining

Question

Quizplus · Accepted Answer

Distributive bargaining refers to the competitive behaviors in negotiations that concern the division of limited resources, in which the interests of the parties involved are directly opposed. In this type of bargaining, each party tries to maximize their own gains at the expense of the other party. Attitudinal structuring refers to the process of establishing and maintaining a positive working relationship between parties to a negotiation. Intra-organizational bargaining refers to negotiations that take place within a single organization. Integrative bargaining refers to a negotiation strategy that aims to find mutually beneficial solutions to problems, rather than just dividing the resources available.

What Is the Term Used to Describe the Competitive Behaviours