Select the answer that best completes the sentence.

The need for    arises when two parties are involved, have different preferences, but need to reach an agreement to continue to work together.

Imagine yourself in the situation posed in the question. Then choose the best answer.

You are heading the task force from your labor union. The issue? The company doesn’t want to offer raises, but the labor union believes employees deserve them.

Unfortunately, the employees have few alternatives to their current jobs, meaning the company “holds all the cards.” Which approach to negotiation are you facing?

Game theory

Cognitive approach

Situational characteristics

Individual differences