Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible.
-Both sides agree that they are competing over a fixed amount of resources. Each side feels that what one side wins, the other loses. The two sides are engaged in ________.
A) integrative bargaining
B) distributive bargaining
C) mediation
D) BATNA
E) arbitration

Question

Quizplus · Accepted Answer

The scenario described is an example of distributive bargaining, where both sides view the resources as a fixed pie and believe that each gain by one side results in a loss for the other. The other options, integrative bargaining, mediation, BATNA, and arbitration, would involve a different approach to resolving the disagreement between labor and management.

Labor and Management at DJ Trucking Cannot Agree Upon a Contract