A negotiation style where one party wins and the other loses is:

A negotiation style where one party wins and the other loses is:

• A. Integrative
• B. Cooperative
• C. Distributive
• D. Collaborative

Answer: (C)

The main idea here is a zero-sum way of negotiating, where value is seen as fixed and the goal is to grab as much as possible for oneself at the other party’s expense. This is distributive bargaining: one side’s gain comes at the cost of the other, producing a winner and a loser. It’s common in single-issue, price-focused negotiations where the objective is to claim value, often using strong initial offers, limited concessions, and minimal information sharing to maximize one side’s share. In contrast, integrative or collaborative approaches aim to create value and reach terms that benefit both sides by expanding the overall pie and solving multiple issues together. So describing a style where one party wins and the other loses matches distributive bargaining.

The main idea here is a zero-sum way of negotiating, where value is seen as fixed and the goal is to grab as much as possible for oneself at the other party’s expense. This is distributive bargaining: one side’s gain comes at the cost of the other, producing a winner and a loser. It’s common in single-issue, price-focused negotiations where the objective is to claim value, often using strong initial offers, limited concessions, and minimal information sharing to maximize one side’s share. In contrast, integrative or collaborative approaches aim to create value and reach terms that benefit both sides by expanding the overall pie and solving multiple issues together. So describing a style where one party wins and the other loses matches distributive bargaining.