ExpertMedium2 marksMultiple Choice
ACCA · Question 24 · Personal effectiveness and communication in business
During a negotiation between a gig-worker union and a food delivery platform, the platform agrees to increase base pay by 5%, and in return, the union agrees to a new flexible scheduling system that saves the platform money during off-peak hours. Both sides leave feeling they have achieved their primary goals. What type of negotiation strategy does this represent?
During a negotiation between a gig-worker union and a food delivery platform, the platform agrees to increase base pay by 5%, and in return, the union agrees to a new flexible scheduling system that saves the platform money during off-peak hours. Both sides leave feeling they have achieved their primary goals. What type of negotiation strategy does this represent?
Answer options:
A.
Distributive (Win-Lose) bargaining
B.
Integrative (Win-Win) bargaining
C.
Accommodating (Lose-Win) strategy
D.
Avoiding (Lose-Lose) strategy
How to approach this question
Look at the outcome: both sides got something they wanted through a trade-off. This is a classic 'win-win' scenario.
Full Answer
B.Integrative (Win-Win) bargaining✓ Correct
Integrative bargaining (or win-win negotiation) focuses on developing mutually beneficial agreements based on the interests of the disputants. By trading pay for flexibility, both sides achieved their primary objectives.
Common mistakes
Confusing Integrative with Distributive. Distributive is a zero-sum game (e.g., haggling over the price of a used car).
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