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

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BlackTom AI · Accepted Answer

The question asks which negotiation process uses an interests-based approach and aims for mutually beneficial outcomes. 
Option a: None of the options listed. This would only be true if none of the listed negotiation processes fit the description, but integrative bargaining clearly does fit, so this option misclassifies the approach.
Option b: Integrative bargaining. This approach is characterized by focusing on underlying interests of both parties, generating multiple options for mutual gain, and aiming for win–win outcomes, which aligns with an interests-based framework and mutually beneficial results.
Option c: Distributive bargaining. This is the classic zero-sum or competitive negotiation where parties claim a fixed pie, concentrate on positions rather than interests, and seek to maximize their own share rather than joint value, making it contrary to an interests-based, mutually beneficial goal.
Option d: Negative-sum. In a negative-sum scenario, one party’s gains come at the expense of the other’s, so outcomes are not mutually beneficial; this term does not describe an interests-based, cooperative approach and is inconsistent with integrative principles.
In summary, the description in the question best matches the defining characteristics of integrative bargaining, which emphasizes interest-based problem solving and mutual advantage, unlike the other options which describe more competitive or zero-sum dynamics.

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

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