Which of the following statements is true when comparing distributive bargaining with integrative negotiation?
A. Distributive bargainers focus energy on creating ideal solutions, not cultivating BATNAs.
B. A negotiator's tone during integrative negotiation is to be hard on the problems but soft on the people.
C. The bargaining stance of an integrative negotiator is a strong opening offer and few concessions.
D. Distributive bargaining is most appropriate for ongoing relationships.
Answer: B
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