negotiation?

Which of the following are the most typical characteristics of integrative approach to

negotiation? Select TWO that apply.
A . Positional-based
B . Claiming value
C . Interest-based
D . Short-term wins
E . Creating more value

View Answer

Answer: C,E

Explanation:

Integrative approach to negotiation used when the interested parties are attempting to create more of something of value to share, also known as collaborative approach or win-win. Integrative, interest-based negotiation can facilitate constructive, positive relationship and establishes contracts between parties on a foundation of goodwill. In integrative bargaining, both parties seek to ‘expand the pie’ by creating more value for both the buyer and the seller. Integrative negotiation ‘shares thepie’ and is interest rather than positional based.

In distributive bargaining, the focus is on claiming value and getting as much of the pie as parties can.

Table

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LO 1, AC 1.2