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CS Professional · Arbitration, Mediation and Conciliation · Negotiation Skills and Communication

Two firms are negotiating. Each side's representative treats the talks as a contest where any gain by one is a loss to the other, and each tries to extract the maximum from a fixed amount of money. Which negotiation style is being followed?

This is distributive or positional bargaining. The parties see a fixed pie where one side's gain is the other's loss, and each pursues maximum share. Integrative, principled and collaborative approaches instead look for joint gains by focusing on interests.

  1. AIntegrative or interest-based bargaining
  2. BDistributive or positional bargainingCorrect
  3. CPrincipled negotiation
  4. DCollaborative problem solving

Explanation

Distributive bargaining treats the pie as fixed, so one side's gain is the other's loss. Integrative and principled approaches seek to expand value through shared interests, which is not what is described here.

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