Which outcome is associated with integrative negotiations compared to distributive negotiations?

• A. Integrative leads to shorter, less cooperative relationships.
• B. Distributive yields more sustainable agreements.
• C. Integrative leads to more sustainable agreements and better relationships.
• D. Distributive always improves relationships.

Answer: (C)

Integrative negotiations focus on collaboration to meet both sides’ interests and expand the options available, rather than just dividing a fixed amount. By uncovering underlying needs, generating multiple value-creating options, and building trust, the resulting agreements tend to be more durable because both parties feel satisfied and committed to the solution. This contrasts with distributive negotiations, which treat resources as fixed and aim to claim value in a one-off way, often producing shorter-term deals and strained relationships. So, the outcome associated with integrative negotiations is more sustainable agreements and better relationships.