Free Preparation Discussions
MENU
CIPS Exam L4M5 Topic 5 Question 74 Discussion
Topic #: 5
Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.
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 the pie' 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.
LO 1, AC 1.2
Huey
3 months agoAshlyn
3 months agoCherry
2 months agoMagdalene
2 months agoPhyliss
2 months agoAmmie
3 months agoAngella
4 months agoLeana
3 months agoYong
3 months agoAsha
3 months agoKaycee
4 months agoMarilynn
4 months agoLenora
4 months agoDenise
3 months agoErnest
3 months agoBrittani
3 months agoLouvenia
3 months agoNan
4 months agoAdelle
4 months agoPaola
4 months agoAja
4 months agoDannette
4 months ago