Asked by Christian Rittatore on Jul 01, 2024
Verified
Modified integrative bargaining is a term used to describe a process of negotiations where:
A) integrative bargaining is tried first and, if it fails, distributive bargaining takes place
B) distributive bargaining occurs first and, if it fails, integrative bargaining takes place
C) one or both parties says they will try integrative bargaining but don't really apply the principles
D) integrative bargaining tactics are used simultaneously with distributive bargaining tactics
Modified Integrative Bargaining
A negotiation strategy that seeks collaborative solutions, blending competitive and cooperative approaches.
Distributive Bargaining
A negotiation strategy that views the resources as fixed and aims to divide them between parties, often resulting in a win-lose situation.
Integrative Bargaining
A negotiation strategy where all parties collaborate to find mutually beneficial solutions, focusing on the interests rather than the positions of the parties involved.
- Understand the critical role of prioritizing common goals in cooperative negotiation to attain outcomes that are favorable to all parties.
Verified Answer
ML
Madison LyonsJul 07, 2024
Final Answer :
A
Explanation :
Modified integrative bargaining refers to a negotiation strategy where parties initially attempt integrative bargaining, which focuses on mutual benefits and win-win outcomes. If this approach does not yield satisfactory results, they then shift to distributive bargaining, which is more about dividing a fixed amount of resources, often leading to win-lose outcomes.
Learning Objectives
- Understand the critical role of prioritizing common goals in cooperative negotiation to attain outcomes that are favorable to all parties.