Distributive negotiation is a collaborative approach to negotiation that is based on a win-win assumption, whereby the parties want to come up with a creative solution that benefits both sides of the conflict?

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Dallas Bryant

Business

21 March, 23:42

Distributive negotiation is a collaborative approach to negotiation that is based on a win-win assumption, whereby the parties want to come up with a creative solution that benefits both sides of the conflict?

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Kallie Matthews · Answer 1

Answer: False

Explanation: Distributive negotiation claims that one person can only win if the other person loses. This creates a win - lose situation. This is also known as claiming value, competitive, or zero sum approach. In this type of negotiation there are limited options available that states that the more one person gets the less the other person gets, exclaiming that one person's interests are viewed as higher than the other. This can come in the form of manipulation, or withholding information, to name a few forms.

The type of negotiation explained in this case is known as an integrative negotiation. This is a win - win approach. Also known as creating value or collaborative approach, both parties benefit from this situation as they are both achieving what they want. There's enough options available to both parties resulting in both of them benefiting as the aim of this negotiation is to maximise joint resolutions.