The __________ negotiation approach focuses on 'win-lose' claims made by each party for certain preferred results.

A) principled
B) distributive
C) integrative
D) substantive
E) desirable

Distributive Negotiation

Focuses on ‘win–lose’ claims made by each party for certain preferred outcomes.

Win-Lose Claims

Situations in negotiations or disputes where one party's gain is directly at the expense of another, creating a winner and a loser.

Principled

Operating according to ethical standards and specific, often moral, principles.