Wage rates and vacation entitlements are more likely to be fixed-sum issues that are handled by _________ bargaining.
A)productivity
B)concessionary
C)interest-based
D)distributive
E)mutual gains

Question

Quizplus · Accepted Answer

Distributive bargaining is a negotiation process where two parties try to divide a fixed amount of resources, such as salary or vacation time, and are therefore more likely to be fixed-sum issues. In contrast, productivity bargaining tries to find ways to increase the value of resources, while concessionary bargaining involves one party making sacrifices for the benefit of the other. Interest-based and mutual gains bargaining focus on creating value and finding win-win solutions.

Wage Rates and Vacation Entitlements Are More Likely to Be