What are the two primary categories of negotiation?

• A. Collaborative and Cooperative
• B. Distributive and Integrative
• C. Competitive and Cooperative
• D. Linear and Cyclic

Answer: (B)

The main idea being tested is that negotiations fall into two broad modes: distributive and integrative.

In a distributive negotiation, there’s typically a single issue at stake—often price—and the resource is viewed as fixed. Each side tries to claim as much as possible, and one party’s gain is the other’s loss. The approach is usually competitive, with tactics focused on leverage, anchoring, and making concessions to maximize immediate value.

In an integrative negotiation, multiple issues or interests are on the table, and the goal is to create value for both sides. By exploring underlying needs, expanding the pie, and making trade-offs across issues, both parties can come away with a better overall deal. This approach is collaborative and seeks win–win outcomes.

The other pairings don’t capture the fundamental distinction used in negotiation theory. Collaborative or cooperative ideas describe styles of interaction rather than the basic categories of how value is distributed or created, and terms like competitive and cooperative or linear and cyclic aren’t the standard framework for classifying negotiations.