Question

Wilson, a sales representative at a health club, tried selling a $700 membership plan to one of the club's most loyal customers. The customer agreed to purchase the plan at a lesser price of $500. Keeping in mind that the relationship with the customer was important, Wilson agreed to sell it for $650 along with some additional free services. Which of the following negotiation approaches does this scenario best illustrate?

A. Arbitration
B. Distributive bargaining
C. Integrative bargaining
D. Litigation

Answer 1

The correct answer is letter "C": Integrative bargaining.

Step-by-step explanation:

Integrative bargaining is a type if negotiation based on a "win-win" strategy that aims both parties being benefited from a transaction. The two individuals involved attempt to understand each other's needs, thus, the two of them try to get the most of the transaction without taking advantage of the other's situation.