In integrative negotiation, what is a key characteristic?

• A. Resources are fixed and must be claimed exclusively.
• B. The goal is to maximize one's own gains at the expense of others.
• C. Information and power are actively shared between disputants.
• D. Resources distributed only by authority.

Answer: (C)

In integrative negotiation, collaboration and problem solving take center stage, with information and power actively shared between disputants to create mutually beneficial solutions. When parties disclose their interests, constraints, and priorities, they can uncover areas of common concern and generate options that satisfy more of what each side wants, often expanding the negotiating pie rather than just dividing it. Shared power means both sides participate in shaping the outcome, rather than one side controlling the terms, which supports creative trade-offs, flexible arrangements, and commitments that both can support.

This stands in contrast to approaches where resources are treated as fixed and must be claimed exclusively, which leads to a win-lose, jockeying for position mindset. It also contrasts with trying to maximize one’s own gains at the expense of others, which is adversarial and discourages collaboration. And it differs from solutions imposed by authority, which undermines joint problem solving and buy-in.