The ___ negotiation approach focuses on "win-lose" claims made by each party for certain preferred results.
A) substantive
B) integrative
C) principled
D) distributive
E) desirable

Question

Quizplus · Accepted Answer

The distributive negotiation approach is known as the "win-lose" negotiation approach because it assumes that there is a fixed amount of resources, and one party can only gain at the expense of the other party. In other words, the negotiation is over how to divide a fixed pie.

The ___ Negotiation Approach Focuses on "Win-Lose" Claims Made by Each