Final answer:
The positional approach to negotiation states immediate wants assuming a static environment, often resulting in a win-lose outcome and is distinct from integrative or collaborative methods.
Step-by-step explanation:
The positional approach to negotiation states immediate wants on the assumption that the environment is static. In this style of negotiation, parties come to the table with their position firmly in place and negotiate from that starting point. They assume that the environment will not change, leading to a fixed mindset approach to negotiations. This contrasts with other negotiation approaches, like integrative or collaborative, which are more flexible and consider the dynamic nature of the environment. The positional approach often leads to a win-lose scenario, as each side is trying to secure its own interests without much consideration for the other party's situation or changes in the economic, social, or political landscapes.
Consider collective decision-making where compromise or maintaining the status quo are potential outcomes. In political bargaining, those resistant to compromise tend to favor the status quo, especially if it benefits their interests. Conversely, compromise is more achievable when the conflict involves an agreement on goals but differences in the methods to achieve those goals.