Asked by Jamilla Cason on Jun 18, 2024
Verified
Whereas distributive bargaining is often characterized by mistrust and suspicion,integrative negotiation is characterized by which of the following?
A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion
Distributive Bargaining
A negotiation strategy focused on dividing a fixed amount of resources, often resulting in a win-lose situation.
Integrative Negotiation
Integrative negotiation is a cooperative approach where parties aim to find solutions that satisfy the interests of all involved, focusing on mutual gain rather than competition.
Trust and Openness
Pertains to the level of reliability and transparency present in relationships and interactions.
- Determine the circumstances facilitating competitive (non-zero-sum) and cooperative (zero-sum) negotiation environments.
Verified Answer
B4
BuddiesCode 4GamingJun 20, 2024
Final Answer :
D
Explanation :
Integrative negotiation is characterized by trust and openness. In integrative negotiation, both parties work together to create a mutually beneficial outcome, leading to a higher level of collaboration, transparency, and openness. Both parties may share information, ideas, and concerns without fear of being betrayed, and this creates a more conducive environment for negotiations to be successful.
Learning Objectives
- Determine the circumstances facilitating competitive (non-zero-sum) and cooperative (zero-sum) negotiation environments.