The part of the labor-management negotiation process that focuses on dividing a fixed economic "pie" is known as:
A)attitudinal structuring.
B)intraorganizational bargaining.
C)mediation.
D)distributive bargaining.
E)integrative bargaining.

Question

Quizplus · Accepted Answer

Richard Walton and Robert McKersie suggested that labor-management negotiations could be broken into four subprocesses: distributive bargaining, integrative bargaining, attitudinal structuring, and intraorganizational bargaining. Distributive bargaining focuses on dividing a fixed economic "pie" between the two sides. A wage increase, for example, means that the union gets a larger share of the pie, management a smaller share. It is a win-lose situation.

The Part of the Labor-Management Negotiation Process That Focuses on Dividing