The union representing hourly workers at the Hilltown Auto Plant is gearing up for negotiations.The negotiating team is working on a list of demands.They intend to use whatever tactics are necessary to get the company to accept these demands.For its part,the management team plans to push hard to get the union to give up many of its benefits in order to cut costs.The attitudes of the two sides suggest this negotiating process will be an example of which of the following?
A)distributive bargaining
B)the jawboning method of bargaining
C)interest-based bargaining
D)binding arbitration

Question

Quizplus · Accepted Answer

Distributive bargaining involves each side trying to maximize its share of the resources, usually through a process of give-and-take concessions. This type of bargaining is characterized by a zero-sum game, in which any gain for one side is a loss for the other. The fact that the union intends to use "whatever tactics are necessary" to get its demands met suggests a competitive, win-lose approach. Similarly, the management's focus on cutting costs by reducing benefits implies a similar approach to bargaining.

The Union Representing Hourly Workers at the Hilltown Auto Plant