In a collective bargaining session,Perry,the union representative,is trying to convince Tom,management's representative,that if management does not accept the current wage terms,the union will go out on strike.Perry is using a(n)________ strategy.
A) good faith bargaining
B) distributive bargaining
C) integrative bargaining
D) bargaining power

Question

Quizplus · Accepted Answer

Perry is using a distributive bargaining strategy, which involves a situation where one party's gain is another party's loss. This approach is typical in negotiations over a fixed amount of resources, such as wages, where the union's gain (higher wages) would be management's loss (higher labor costs). Threatening to strike if demands are not met is a tactic to increase leverage in distributive bargaining.

In a Collective Bargaining Session,Perry,the Union Representative,is Trying to Convince