60. whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?
a) obligation and perseverance
b) avoidance and compromise
c) influence and persuasiveness
d) trust and openness
e) cognition and emotion

trust and openness

Explanation:

When distributive bargaining is in place, the needs of the other party is not usually being considered when reaching a stands or deal. One party could rightly get involved with the idea of losing less than the other person or party and would also want to gain better deal in the process.  

When there is integrative bargaining, there is this feeling among both parties where they see it that they all gave up the same amount or rather compromised in the same way for them to achieve a deal. There is less conflict and tension and the establishment of trust and openness.  

this null effect is caused by a weak manipulation and ineffective internal validity. in a scientific study, as the one dr. morimoto is trying to perfom, internal validity refers to the confidence placed in the cause-effect relationship and to how well an experiment is done and able to eliminate confounding variables.