Which negotiation strategy aims to improve agreement quality by recognizing differing values between parties?

Integrative negotiation is a strategy focused on understanding and addressing the differing values and interests of the parties involved in a negotiation. This approach seeks to create mutually beneficial outcomes by facilitating open communication and collaboration. By acknowledging the distinct priorities and needs of each party, integrative negotiation allows for a more comprehensive exploration of potential solutions that satisfy everyone's interests, leading to improved agreement quality.

In contrast to integrative negotiation, other strategies, such as distributive negotiation, tend to focus on dividing a fixed amount of resources, often leading to a win-lose situation. Collaborative negotiation similarly emphasizes teamwork but may not explicitly highlight the recognition of differing values as a primary focus. Competitive negotiation is generally characterized by a confrontational approach where one party seeks to outmaneuver the other, which can further hinder the potential for a quality agreement that reflects the needs of all parties.