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

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Question focus: identifying the negotiation process that uses an interests-based approach and seeks mutually beneficial outcomes.
Option a: Distributive bargaining. This is essentially a zero-sum or win-lose approach where parties divide a limited resource, focusing on positions and concessions rather than underlying interests. It tends to be competitive rather than collaborative, and it does not prioritize mutual gains.
Option b: Negative-sum. This term describes a situation where one party’s gain comes at another party’s loss, which is contrary to the idea of mutually beneficial outcomes. It is not a standardized negotiation process name and signals a conflicting, not integrative, dynamic.
Option c: Integrative bargaining. This option matches the description perfectly: it is an interests-based approach that aims to create value by identifying and addressing the underlying interests of both sides, leading to solutions that maximize joint gains and satisfy both parties’ needs.
Option d: None of the options listed. Given that option c accurately describes an interests-based, mutually beneficial process, this choice is incorrect.
In summary, option c aligns with the definition of integrative bargaining as an interests-based method designed to achieve mutually beneficial outcomes, whereas the other options describe more competitive, zero-sum, or non-standard frameworks that do not emphasize joint value creation.

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

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