What is the term for a bargaining approach in which the negotiators try to move from a positions-based approach to an interests-based approach?

Question

BlackTom AI · Accepted Answer

Question restatement: What is the term for a bargaining approach in which the negotiators try to move from a positions-based approach to an interests-based approach?

Option a: 'Negotiation.' While negotiation is the broad process of resolving differences, it does not specifically denote the shift from positions to interests. It is too general to capture the specific integrative intent described in the question.

Option b: 'Distributive Bargaining.' This option describes a competitive, win-lose style where parties view resources as fixed and focus on claiming value from the other side. It does not involve shifting from positions to underlying interests; rather, it often reinforces positional stances.

Option c: 'Integrative Bargaining.' This is the correct characterization. Integrative bargaining (also called interest-based or principled bargaining) emphasizes identifying and addressing the underlying interests of both sides, enabling a move away from rigid positions toward collaborative problem solving and mutually beneficial outcomes.

Option d: 'BATNA.' BATNA stands for Best Alternative To a Negotiated Agreement. It is a concept used to assess what a party will do if negotiations fail, serving as a reference point or leverage, but it is not a bargaining approach type or a description of moving from positions to interests. It describes an alternative rather than the method of negotiation itself.

In summary, the key distinction lies in the focus: integrative bargaining centers on interests and joint value creation, whereas the other options refer to the general process (negotiation), a competitive stance (distributive bargaining), or a strategic concept (BATNA) that does not define the approach to shifting from positions to interests.

What is the term for a bargaining approach in which the negotiators try to move from a positions-based approach to an interests-based approach?

View Explanation

Log in for full answers

Similar Questions

Which of the following is a characteristic of integrative bargaining?

Which negotiation process uses an interests-based approach and aims for mutually beneficial outcomes?

Which of the following is a characteristic of integrative bargaining?

In a consumer society, many adults channel creativity into buying things

Economic stress and unpredictable times have resulted in a booming industry for self-help products

People born without creativity never can develop it

A product has a selling price of $20, a contribution margin ratio of 40% and fixed cost of $120,000. To make a profit of $30,000. The number of units that must be sold is: Type the number without $ and a comma. Eg: 20000

More Practical Tools for Students Powered by AI Study Helper

Homework AI Solver

Stylized AI Paper Writer

Plagiarism Checker Assistant

Citation AI Academic Writing Tool

In-Class Translation Assistant

AI Note Generator

AI Quiz Answers

Past Exam Questions from University Test Bank

Smart Practice Assistant

Adaptive Practice

Making Your Study Simpler