While distributive and integrative bargaining produce a written contract, attitudinal structuring produces a(n) ______________.

A) Oral contract
B) Legal contract
C) BATNA or MLATNA
D) Social contract

Attitudinal Structuring

Efforts made in negotiations or in the workplace to shape or influence attitudes, behaviors, and perceptions among employees or negotiation parties.

Social Contract

A theoretical framework suggesting an implicit agreement among members of a society to cooperate for social benefits, such as sacrificing some individual freedom for state protection.

BATNA

Best Alternative To a Negotiated Agreement; the most advantageous alternative course of action a party can take if negotiations fail.