Which outcome is characteristic of integrative negotiation?

• A. Mutual gain for all parties.
• B. Zero-sum splits of value.
• C. One party dominates the outcome.
• D. No negotiation occurs.

Answer: (A)

Integrative negotiation centers on creating value by addressing the real interests of both sides and solving problems together. The best outcome here is mutual gain for all parties because, when negotiators share their underlying needs, they can generate multiple options and make trade-offs on what matters most. This often involves brainstorming creative possibilities, expanding the overall value available, and aligning terms so that both sides improve their position compared to where they started. For example, a supplier and a buyer might agree on a lower price if the supplier also gains a longer-term contract, more stable orders, and delivery arrangements that reduce costs. That kind of collaboration contrasts with a zero-sum split of value, where one side’s gain comes at the other’s expense, or with scenarios where one party dominates or where no negotiation takes place.