Distributive bargaining is considered the more “traditional” form of bargaining and is the “strategy of choice” used in many union-management relationships. Do you think that integrative bargaining, also called mutual gains bargaining could be successful in this type of relationship? Why or why not?
(Solved Homework): Distributive bargaining is considered the more "traditional" form of bargaining…
Expert Answer
Integrative bargaining is a negotiation strategy in which parties collaborate to find a “win-win” solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interests include the needs, desires, concerns, and fears important to each side. They are the underlying reasons why people become involved in a conflict.
Don't use plagiarized sources. Get Your Custom Essay on
(Solved Homework): Distributive bargaining is considered the more "traditional" form of bargaining…
Get an essay WRITTEN FOR YOU, Plagiarism free, and by an EXPERT!
It will be effective in this case. because it usually produces more satisfactory outcomes for the parties involved than does positional bargaining. Positional bargaining is based on fixed, opposing viewpoints (positions) and tends to result in compromise or no agreement at all. Oftentimes, compromises do not efficiently satisfy the true interests of the disputants. Instead, compromises simply split the difference between the two positions, giving each side half of what they want. Creative, integrative solutions, on the other hand, can potentially give everyone all of what they want.
