Question

To facilitate integrative bargaining and avoid distributive negotiation, managers should:__________

a. change the organization’s structure.
b. allow personalized conflicts.
c. change the organization’s culture.
d. focus on interests, not demands.
e. use permanent transfers.

Answer 1

d. focus on interests, not demands.

Step-by-step explanation:

Integrative Bargaining is a negotiation strategy in which all parties involved in a dispute agree to work together and find a solution that is beneficial to their dispute. The opposite of distributive negotiation which is a competitive bargaining strategy in which one party gains only if the other party loses something. Therefore in order to facilitate integrative bargaining, managers should focus on interests, not demands. Making sure that what is on the table is beneficial to them even if it is beneficial to the other party as well.