Integrative bargaining is the part of the labor-management negotiation process that:
A)refers to the relationship and level of trust between the negotiators.
B)focuses on the conflicting objectives of factions within labor and management.
C)focuses on dividing a fixed economic "pie."
D)allows a person with no formal authority to act as a facilitator in the negotiations.
E)seeks solutions beneficial to both sides.

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. Integrative bargaining has a win-win focus; it seeks solutions beneficial to both sides. So if management needs to reduce labor costs, it could reach an agreement with the union to avoid layoffs in return for the union agreeing to changes in work rules that might enhance productivity.

Integrative Bargaining Is the Part of the Labor-Management Negotiation Process