During Contract Negotiations, One of the Negotiators Says to His

question 1

Multiple Choice

During contract negotiations, one of the negotiators says to his opposing negotiator, "Let's think out of the box on this problem. We are stuck on trying to divide up the pie. Why don't we try to make the pie bigger? That way we can both benefit." This negotiator is trying to move toward _____ bargaining.

• A) intraorganizational
• B) distributive
• C) integrative
• D) continuous
• E) concessionary