The two fundamental bargaining/negotiation strategies are:

Question

BlackTom AI · Accepted Answer

The question asks for the two fundamental bargaining/negotiation strategies.
Option 1: 'cooperative motives and economic power' – While cooperation and leverage can influence negotiations, these are not the standard named strategies; they describe influences or motivations rather than the core strategic categories.
Option 2: 'social capital and relationship building' – Building relationships is a valuable tactic in negotiation, but it is not typically presented as one of the two foundational bargaining strategies; it is more about relational approach rather than the primary strategic dichotomy.
Option 3: 'information gathering and bluffing' – Information gathering is a common activity in negotiation, and bluffing can occur, but as a pair they do not constitute the widely recognized fundamental strategies; bluffing is a tactic and can be risky, whereas information gathering is a phase rather than a distinct strategic type.
Option 4: 'listening and giving voice' – Listening is an important skill in negotiation, but again it is a technique or communication behavior, not the canonical pair of fundamental strategies used in bargaining theory.
Option 5: 'Integrative and distributive' – This is the standard pair taught in negotiation literature: integrative (win-win, creating value, collaborative problem-solving) and distributive (win-lose, pie-slicing, competing over a fixed resource). The distinction captures the core approaches negotiators use to manage value and outcomes across negotiations.
In summary, the other options mix skills, tactics, or motivational factors with strategic roles, but only Option 5 aligns with the accepted fundamental categorization of negotiation strategies: integrative and distributive.

The two fundamental bargaining/negotiation strategies are:

查看解析

登录即可查看完整答案

类似问题

In your negotiations with an important customer, you realize that the two of you are focused on a single issue –price. What strategies could you employ to give this negotiation a more integrative focus?

Which situation is best suited for cooperative negotiation?

Under a competitive negotiation orientation, the buyer views the negotiation as:

The two negotiation strategies discussed in the textbook are: distributive and integrative.

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

Which statement below is WRONG regarding what you should do when you negotiate for a better job offer with the company you very much want to join (while you have offers from other companies as well)?

A type of negotiation strategy in which both parties are able to achieve an outcome that is satisfying and useful.

Which of the following is a “don’t” of distributive negotiations?

更多留学生实用工具

考试浏览器助手

风格化写作助手

论文查重助手

文献引用助手

课堂转译助手

课堂笔记助手

Quiz搜索助手

学校历年真题

智能刷题助手

智能匹配练习

希望你的学习变得更简单