The difference between distributive negotiation strategies and ...

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The difference between distributive negotiation strategies and integrative negotiation strategies is that (1) distributive strategies focus on expanding the pie and integrative strategies focus on dividing the pie,
 
  (2) distributive strategies focus on dividing the pie and integrative strategies on expanding the pie, and (3) distributive strategies rely sometimes on the compromise approach and integrative strategies rely on the collaborating approach. Which statements are correct?
  A) All three statements are correct.
  B) Only statements 1 and 2 are correct.
  C) Only statements 2 and 3 are correct.
  D) Only statements 1 and 3 are correct.
  E) Only statement 3 is correct.

Question 2

The difference between distributive and integrative negotiations is that
 
  A) Distributive negotiations involve expanding the pie and integrative negotiations involve dividing up the pie.
  B) Distributive negotiations necessitate dividing resources fairly and integrative negotiations necessitate getting everyone to use the same resource regardless of their personal needs.
  C) Distributive negotiations invite compromise and integrative negotiations allow for finding new alternatives to satisfy all parties.
  D) Distributive negotiations invite collaboration, while integrative negotiations tend to involve accommodation strategies

[mammy1697]

Answer to Question 1

Answer: C
Explanation: A) Incorrect. Statement 1 is incorrect, while statements 2 and 3 are correct. Distributive strategies focus on dividing the pie, and integrative strategies focus on expanding the pie. Distributive strategies rely most often on the compromise approach and integrative strategies rely more heavily on the collaborating approach.
B) Incorrect. Statement 1 is incorrect, while statements 2 and 3 are correct. Distributive strategies focus on dividing the pie, and integrative strategies focus on expanding the pie. Distributive strategies rely most often on the compromise approach and integrative strategies rely more heavily on the collaborating approach.
C) Correct. Statement 1 is incorrect, while statements 2 and 3 are correct. Distributive strategies focus on dividing the pie, and integrative strategies focus on expanding the pie. Distributive strategies rely most often on the compromise approach and integrative strategies rely more heavily on the collaborating approach.
D) Incorrect. Statement 1 is incorrect, while statements 2 and 3 are correct. Distributive strategies focus on dividing the pie, and integrative strategies focus on expanding the pie. Distributive strategies rely most often on the compromise approach and integrative strategies rely more heavily on the collaborating approach.
E) Incorrect. Statement 1 is incorrect, while statements 2 and 3 are correct. Distributive strategies focus on dividing the pie, and integrative strategies focus on expanding the pie. Distributive strategies rely most often on the compromise approach and integrative strategies rely more heavily on the collaborating approach.

Answer to Question 2

Answer: C
Explanation: A) Incorrect. Distributive negotiations involve dividing up fixed resources, not expanding the pie. The opposite of this statement is correct.
B) Incorrect. Distributive negotiations might involve dividing resources fairly, but integrative negotiations actually do involve consulting all parties' personal needs.
C) Correct. Distributive strategies are those that seek to find a fair balance among fixed resources or opportunities. Consequently, compromise is the likely outcome of a distributive strategy. Integrative negotiations, on the other hand, seek win-win solutions that might actually expand the pool of available resources and opportunities.
D) Incorrect. Distributive strategies are most consistent with compromising, while integrative strategies are most consistent with collaborating.