Question

60. Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion

Answer 1

trust and openness

Step-by-step explanation:

When distributive bargaining is in place, the needs of the other party is not usually being considered when reaching a stands or deal. One party could rightly get involved with the idea of losing less than the other person or party and would also want to gain better deal in the process.

When there is integrative bargaining, there is this feeling among both parties where they see it that they all gave up the same amount or rather compromised in the same way for them to achieve a deal. There is less conflict and tension and the establishment of trust and openness.