Question

Which of the following statements is true of integrative negotiation?

A. It encourages parties to generate more options that will satisfy the most important goals of everyone involved.
B. It assumes there is a limited amount of resources that must be divided because people have competing interests.
C. It involves the use of rational persuasion to achieve an outcome, particularly getting personal interests satisfied.
D. It holds one of the involved parties accountable for the outcome of the negotiations.

Answer 1

Integrative negotiation encourages collaboration and the generation of options that satisfy everyone's goals, focusing on win-win solutions rather than seeing resources as limited and needing to be divided.

Step-by-step explanation:

The true statement about integrative negotiation is that it encourages parties to generate more options that will satisfy the most important goals of everyone involved. This form of negotiation is more about collaboration than competition, focusing on mutual benefits rather than the distribution of a fixed amount of resources.

In contrast to a zero-sum approach, where one party's gain is another's loss, integrative negotiation seeks to find solutions where all parties can benefit to some degree. For example, when considering climate change policies, participants might agree on the overall goal of reducing emissions but have different ideas on how to achieve it.

The process of integrative negotiation would involve exploring these varying proposals with a view to achieving a consensus that reflects a win-win situation for all countries involved. This approach to negotiation reflects a belief in the potential for expanding the pie rather than merely dividing it.