Distributive vs Integrative Bargaining Flashcards

Which of the following negotiation contexts would most favor a purely distributive approach?

Answer: A one-time sale of a used car between strangers

A one-time transaction between strangers with no future relationship eliminates the relationship costs of distributive tactics.

What does 'interest-based bargaining' have in common with integrative negotiation?

Answer: Both focus on underlying needs and priorities rather than stated positions

Interest-based bargaining and integrative negotiation are essentially synonymous—both prioritize discovering underlying needs to create mutually beneficial agreements.

A negotiator who consistently makes the first offer and uses precise numbers (e.g., $47,300 rather than $50,000) is leveraging which distributive concept?

Answer: Precise anchoring to suggest well-researched limits

Precise anchors imply careful research and reduce the other party's willingness to push far from the stated number.

In multi-issue integrative negotiations, the 'package deal' approach is preferred over 'issue-by-issue' because it:

Answer: Allows logrolling across issues to maximize joint value

Negotiating all issues as a package enables logrolling—trading concessions on issues valued differently—which is impossible when issues are settled one at a time.

Which of the following is NOT a characteristic of integrative bargaining?

Answer: Treating negotiation as a zero-sum competition for fixed resources

Treating negotiation as zero-sum is the hallmark of distributive bargaining, not integrative bargaining, which seeks to expand value for both parties.

A CPN candidate is preparing for a negotiation where the counterpart has a very strong BATNA. Which approach is MOST strategically sound?

Answer: Shift to integrative tactics to create enough additional value that the deal beats the counterpart's BATNA

When the counterpart has a strong BATNA, the best response is to create enough joint value through integrative tactics that your deal becomes more attractive than their outside option.

Which of the following describes a 'superordinate goal' in integrative negotiation?

Answer: A shared goal that both parties can only achieve through cooperation

A superordinate goal is a shared objective that neither party can achieve alone, motivating cooperation and integrative problem-solving.