How does the relationship focus differ in distributive and integrative negotiation?

In negotiation theory, the focus on relationships in distributive and integrative negotiation styles varies significantly. Distributive negotiation, often referred to as a "win-lose" scenario, emphasizes competition between parties seeking to claim the maximum possible value from the negotiation. This competitive nature leads to a focus on immediate outcomes rather than on long-term relationships. Since each party aims to gain the most advantageous terms, the relationship may take a backseat to achieving individual goals.

Conversely, integrative negotiation is characterized by a cooperative approach, aimed at finding mutually beneficial solutions for all parties involved. The focus here is on collaboration and open communication, encouraging trust and respect between negotiators. This style prioritizes long-term relationships and aims at creating value that satisfies both sides, rather than just dividing existing resources.

Therefore, the choice that correctly highlights the differences in relationship focus between these two negotiation types indicates that distributive negotiation is competitive, while integrative negotiation is cooperative. The context behind this differentiation emphasizes how negotiators approach each situation based on their desired outcomes and relationship dynamics.