Distributive Negotiation Is a Collaborative Approach to Negotiation That Is

question 173

True/False

Distributive negotiation is a collaborative approach to negotiation that is based on a win-win assumption, whereby the parties want to come up with a creative solution that benefits both sides of the conflict.

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Definitions:

Reinforcement Theory

A behavioral theory proposing that behavior is a function of its consequences, with behaviors being encouraged or discouraged through positive or negative reinforcement.

Behavior

The actions or reactions of a person or animal in response to external or internal stimuli.

Need-Based Theories

Are theories of motivation that focus on what motivates a person, rather than on how that motivation occurs.

Motivation

A psychological force that drives individuals to achieve goals and fulfill needs.