Question

Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.

Answer 1

In integrative negotiation, individuals who do not believe they can work together are more likely to assume a competitive or adversarial approach to conflict.

Step-by-step explanation:

In integrative negotiation, when individuals do not share a belief that they can work together, they are less willing to invest time and energy in a collaborative relationship and more likely to assume a competitive or adversarial approach to conflict.

This means that they are less interested in finding a win-win solution and more focused on asserting their own interests and winning at the expense of the other party.

For example, in a negotiation over a pay raise, if both parties believe that they cannot work together to find a mutually beneficial solution, they may adopt an approach of arguing for their own desired salary without considering the needs or goals of the other party.