What term describes asking questions to uncover underlying concerns during negotiation?

What term describes asking questions to uncover underlying concerns during negotiation?

• A. Distributive
• B. Integrative
• C. Evade
• D. Insist

Answer: (B)

Integrative negotiation centers on uncovering what each side truly needs by asking questions and listening carefully. This approach aims to surface underlying concerns, interests, and constraints so both parties can craft solutions that satisfy those needs rather than just dividing fixed resources. By probe-and-clarify, you reveal hidden factors behind positions, which helps identify win-win options and expand the potential agreement. The other terms don’t fit because they describe avoidance, insistence, or a focus on claiming a set share rather than uncovering what really matters to the other side. For example, asking open-ended questions like “What deadlines matter most to you?” or “What would be a acceptable trade-off here?” helps bring those concerns to light and guides collaborative problem solving.

Integrative negotiation centers on uncovering what each side truly needs by asking questions and listening carefully. This approach aims to surface underlying concerns, interests, and constraints so both parties can craft solutions that satisfy those needs rather than just dividing fixed resources. By probe-and-clarify, you reveal hidden factors behind positions, which helps identify win-win options and expand the potential agreement. The other terms don’t fit because they describe avoidance, insistence, or a focus on claiming a set share rather than uncovering what really matters to the other side. For example, asking open-ended questions like “What deadlines matter most to you?” or “What would be a acceptable trade-off here?” helps bring those concerns to light and guides collaborative problem solving.