Which of the following is a characteristic of integrative bargaining?

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When evaluating the concept of integrative bargaining, I start by considering what this approach emphasizes in negotiations.
Option 1: 'Win-win solution' aligns with integrative bargaining because this approach seeks mutual gains and creative solutions that satisfy the interests of both parties, rather than a zero-sum outcome.
Option 2: 'Short-term focus' is not characteristic of integrative bargaining; this style typically involves looking beyond immediate gains to build durable agreements, so a short-term orientation would be more mismatched with integrative principles.
Option 3: 'Positions as focus' centers on fixed demands rather than underlying interests. Integrative bargaining discourages rigid positional stances in favor of exploring interests, trade-offs, and shared value, making this option incorrect.
Option 4: 'Win-lose solution' represents a competitive, distributive mindset where one party's gain equals the other party's loss. This stands in direct contrast to integrative bargaining, which aims for mutually beneficial outcomes rather than one-sided wins.

In summary, the concept of integrative bargaining is best captured by the idea of seeking a 'win-win solution' that expands the pie and satisfies core interests for both sides, while the other options describe approaches that focus on short-term gains, fixed positions, or zero-sum outcomes.

25S_MHR3020.02-1 Exam 3

Which of the following is a characteristic of integrative bargaining?

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