Which of the following statements is true regarding integrative bargaining?
A) Integrative bargaining leaves one party a loser.
B) Integrative bargaining makes the first offer, and makes it an aggressive one.
C) Integrative bargaining focuses on long-term relationships.
D) Integrative bargaining operates under zero-sum conditions.
E) Integrative bargaining involves low information sharing.

Question

Quizplus · Accepted Answer

Integrative bargaining focuses on creating win-win situations by building long-term relationships and finding agreements that benefit both parties. It is based on mutual trust and information sharing, which helps to maximize joint outcomes. It operates under positive-sum conditions, where both parties can gain something from the negotiation. Therefore, option A, D, and E are incorrect as they do not reflect the essence of integrative bargaining. Option B is incorrect because making an aggressive first offer is not a recommended tactic in integrative bargaining as it can damage the relationship and lead to a less favorable outcome for both parties.

Which of the Following Statements Is True Regarding Integrative Bargaining