In integrative negotiation, the focus of the cooperative negotiator is to:

• A. Maximizing absolute gains while meeting the counterpart's interests.
• B. Withholding information to gain leverage.
• C. Forcing the other side to concede.
• D. Maximizing relative gains over the other negotiator.

Answer: (A)

In integrative negotiation, the cooperative negotiator focuses on creating value by addressing both sides' interests and enlarging the overall payoff. The goal is to maximize absolute gains—total benefits for both parties—while ensuring the other side's key interests are met as well. This collaborative approach relies on open information sharing, exploring underlying needs, and generating options that trade off factors to expand the overall pie so both sides come out better off. The other approaches represent more competitive or one-sided tactics: withholding information for leverage centers on gaining an edge rather than solving the problem together; forcing concessions is coercive and zero-sum; aiming for relative gains over the other side emphasizes beating the opponent rather than partnering to create value.