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Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.
Suggested Answer: C, E
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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
35 comments · newest first
CA
Carman
11 months ago
Isn't claiming value more about competitive strategies?
MA
Marge
11 months ago
Wait, short-term wins? That doesn't sound right for integrative approaches.
LA
Lashandra
12 months ago
Totally agree, those are the key traits!
LI
Lillian
12 months ago
I think positional-based is more common than people realize.
CO
Corinne
1 year ago
Definitely interest-based and creating more value!
GE
Genevieve
1 year ago
I’m a bit confused, but I think short-term wins don’t really fit with integrative approaches, so D should be ruled out.
EL
Elly
1 year ago
I feel like I’ve seen questions like this before, and I think claiming value is more about distributive negotiation, so B probably isn’t right.
ER
Ernestine
1 year ago
I'm not entirely sure, but I remember something about creating value being important in integrative negotiations. So, E might be correct too.
BI
Billi
1 year ago
I think the integrative approach is more about interests than positions, so maybe C is one of the answers.
IZ
Izetta
1 year ago
I'm a little confused by this question. The integrative approach is supposed to be collaborative, but some of these options like A and B sound more competitive. I'll have to review my notes to make sure I understand the key characteristics.
JO
Jody
1 year ago
Okay, I remember learning about the integrative approach in class. It's all about focusing on interests and expanding the pie, not just claiming value. I'm confident C and E are the right answers here.
NA
Narcisa
1 year ago
Hmm, I'm a bit unsure about this one. The integrative approach is supposed to be different from the positional approach, but I'm not sure if that means A and B are wrong. I'll have to think this through carefully.
EV
Eve
1 year ago
This question seems straightforward. I think the integrative approach is all about finding common interests and creating value, so I'll go with C and E.
HU
Huey
2 years ago
I'm with the crowd on this one. C and E are the way to go. Although, I do wonder if the exam board has a sense of humor. Maybe they'll throw in a trick question just for kicks.
AS
Ashlyn
2 years ago
Ha! Positional-based? What is this, a game of chess? No, no, it's all about those interests and creating value. C and E for the win!
CH
Cherry
2 years ago
Exactly, short-term wins may not be sustainable in the long run. It's all about creating more value in negotiations.
MA
Magdalene
2 years ago
I think positional-based can lead to a win-lose situation, while interests and creating value lead to win-win outcomes.
PH
Phyliss
2 years ago
Definitely, focusing on interests helps to find common ground and create value for both parties.
AM
Ammie
2 years ago
I agree, positional-based seems too rigid. Interests and creating value are key.
AN
Angella
2 years ago
I'm going with C and E too. Claiming value and short-term wins? That's just playing dirty. Integrative is all about the long game, baby.
LE
Leana
2 years ago
Exactly, focusing on interests and creating value leads to better outcomes for both parties.
YO
Yong
2 years ago
Yeah, positional-based and claiming value are more about short-term gains.
AS
Asha
2 years ago
I agree, integrative negotiation is all about creating more value in the long run.
KA
Kaycee
2 years ago
I agree with Dannette. Positional-based and short-term wins are not usually associated with integrative negotiation.
MA
Marilynn
2 years ago
Definitely C and E. Anything else would be more distributive negotiation, which is so 90s. Keep up with the times, people!
LE
Lenora
2 years ago
Hmm, I think C) Interest-based and E) Creating more value are the right answers here. That's the whole point of an integrative approach, isn't it?
DE
Denise
2 years ago
It's all about collaboration and problem-solving in integrative negotiation.
ER
Ernest
2 years ago
Interest-based and creating more value lead to win-win outcomes for both parties.
BR
Brittani
2 years ago
It's all about collaboration and finding solutions that benefit everyone involved.
LO
Louvenia
2 years ago
Definitely, positional-based and short-term wins are more common in distributive negotiation.
NA
Nan
2 years ago
Interest-based and creating more value lead to win-win outcomes for both parties.
AD
Adelle
2 years ago
I agree, focusing on interests and creating value is key in integrative negotiation.
PA
Paola
2 years ago
Definitely, positional-based and short-term wins are more common in distributive negotiation.
AJ
Aja
2 years ago
I agree, focusing on interests and creating value is key in integrative negotiation.
DA
Dannette
2 years ago
I think the most typical characteristics of integrative approach are interest-based and creating more value.