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

Question

Maximilian Jensen

Business

2 December, 14:48

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

+5

Answers (1)

Know the Answer?

Makayla · Answer 1

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

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.