__________ negotiation focuses on the merits of the issues,and the parties involved try to enlarge the available pie rather than stake claims to certain portions of it.
A)Integrative
B)Distributive
C)Good-faith
D)Consolidating
E)Process

Question

Quizplus · Accepted Answer

Integrative negotiation is a collaborative approach where both parties try to find mutually beneficial outcomes by focusing on the interests, needs, and values of each other. The goal is to enlarge the pie and create more value for both parties. On the other hand, distributive negotiation is a competitive approach where the parties try to divide a fixed amount of resources, often resulting in a win-lose situation. Good-faith, consolidating, and process negotiations are not focused on the merits of the issues or enlarging the pie.

__________ Negotiation Focuses on the Merits of the Issues,and the Parties