Asked by
Jaelyn Gregory
on Nov 22, 2024
Verified
Integrative bargaining occurs when two parties both try to claim a "fixed pie" of resources.
Integrative Bargaining
A negotiation strategy that focuses on mutual gains and collaborative solutions rather than competing interests, aiming for a win-win outcome.
Fixed Pie
A term used in negotiations that refers to the belief that there is a set amount of resources or benefits to be divided, implying that one party's gain is another party's loss.
- Recognize and elucidate the traits of distributive and integrative negotiation.
Verified Answer
DT
Learning Objectives
- Recognize and elucidate the traits of distributive and integrative negotiation.