Which of the following statements is true regarding integrative bargaining?
A) Integrative bargaining leaves one party a loser.
B) Integrative bargaining makes the first offer, and makes it an aggressive one.
C) Integrative bargaining focuses on long-term relationships.
D) Integrative bargaining operates under zero-sum conditions.
E) Integrative bargaining involves low information sharing.
C
Explanation: C) Integrative bargaining involves high information sharing and attempts to create a win-win solution. In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining because the former builds long-term relationships.
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