Asking about interests and concerns is characteristic of:

Asking about interests and concerns is characteristic of:

• A. Distributive Negotiation
• B. Integrative Negotiation
• C. Avoidance
• D. Competition

Answer: (B)

Asking about interests and concerns signals a focus on underlying needs and collaborative problem solving. That approach is integrative negotiation, where the goal is to uncover what each side really wants and to develop options that satisfy both, often by trading less important interests for more important ones and expanding the overall value available. This contrasts with a distributive approach, which treats negotiation as a zero-sum game over a fixed resource and centers on positions rather than deeper needs. Avoidance avoids negotiation, and competition adopts an adversarial, win-lose stance with little attention to the other side’s real concerns.

Asking about interests and concerns signals a focus on underlying needs and collaborative problem solving. That approach is integrative negotiation, where the goal is to uncover what each side really wants and to develop options that satisfy both, often by trading less important interests for more important ones and expanding the overall value available. This contrasts with a distributive approach, which treats negotiation as a zero-sum game over a fixed resource and centers on positions rather than deeper needs. Avoidance avoids negotiation, and competition adopts an adversarial, win-lose stance with little attention to the other side’s real concerns.