Asked by Keyuna Brown on Sep 28, 2024
A key principle of integrative bargaining is that the parties should focus on ___________________ in negotiations.
A) Self interest
B) Common interests
C) Positions
D) Winning
Common Interests
Shared objectives or concerns among a group, which often serve as a basis for collective action or bargaining.
Integrative Bargaining
A negotiation strategy that seeks solutions beneficial to all parties involved, focusing on mutual gains rather than competing for fixed resources.
- Recognize the significance of emphasizing shared interests in collaborative negotiation to realize outcomes that are advantageous for all parties involved.
Learning Objectives
- Recognize the significance of emphasizing shared interests in collaborative negotiation to realize outcomes that are advantageous for all parties involved.