A negotiation where one side takes a firm position and refuses to compromise is:

A negotiation where one side takes a firm position and refuses to compromise is:

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

Answer: (B)

When one side sticks to a firm position and won’t budge, the negotiation is about claiming value from a fixed set of resources. This is distributive bargaining. It treats a single issue (like price) as a zero-sum game: gains for one side come at the other’s expense, and the goal is to extract as much value as possible with limited concessions. The emphasis is on leverage, positions, and short-term gains rather than joint problem-solving. In contrast, integrative bargaining looks to expand the value available by uncovering underlying interests, negotiating across multiple issues, and making trade-offs that benefit both sides. It’s a collaborative approach aimed at creating a win-win outcome rather than merely dividing the pie. The other terms don’t describe the type of bargaining in this scenario. Cooperative implies a relational approach, not a specific bargaining style, and settle isn’t a standard label for a negotiation mode.

When one side sticks to a firm position and won’t budge, the negotiation is about claiming value from a fixed set of resources. This is distributive bargaining. It treats a single issue (like price) as a zero-sum game: gains for one side come at the other’s expense, and the goal is to extract as much value as possible with limited concessions. The emphasis is on leverage, positions, and short-term gains rather than joint problem-solving.

In contrast, integrative bargaining looks to expand the value available by uncovering underlying interests, negotiating across multiple issues, and making trade-offs that benefit both sides. It’s a collaborative approach aimed at creating a win-win outcome rather than merely dividing the pie.

The other terms don’t describe the type of bargaining in this scenario. Cooperative implies a relational approach, not a specific bargaining style, and settle isn’t a standard label for a negotiation mode.