A zero-sum mindset is associated with:

A zero-sum mindset is associated with:

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

Answer: (C)

A zero-sum mindset treats resources as fixed and assumes one side’s gain comes at the other’s expense. In negotiation, that leads to a distributive approach, where the aim is to claim as much of the limited value as possible and view concessions as a way to divide a pie rather than create more value. This mindset focuses on positions and one-shot tradeoffs over a single issue, like price, rather than exploring underlying interests that could expand the overall value. That’s why distributive is the best fit for describing zero-sum thinking. In contrast, integrative bargaining looks to expand the pie by addressing multiple interests and finding win-win solutions, cooperative approaches emphasize working together for mutual benefit, and settlement is simply the act of reaching an agreement—not a mindset about how value is produced.

A zero-sum mindset treats resources as fixed and assumes one side’s gain comes at the other’s expense. In negotiation, that leads to a distributive approach, where the aim is to claim as much of the limited value as possible and view concessions as a way to divide a pie rather than create more value. This mindset focuses on positions and one-shot tradeoffs over a single issue, like price, rather than exploring underlying interests that could expand the overall value. That’s why distributive is the best fit for describing zero-sum thinking.

In contrast, integrative bargaining looks to expand the pie by addressing multiple interests and finding win-win solutions, cooperative approaches emphasize working together for mutual benefit, and settlement is simply the act of reaching an agreement—not a mindset about how value is produced.