SCENARIO 9-2 Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.Each side contends that they are bargaining fairly, but no agreement appears to be possible.
Which of the following is a characteristic of distributive bargaining
A)I win; you win.
B)long-term focus
C)convergent or congruent interests
D)parties' interests are opposed to each other
E)sensitivity to each other's needs

Question

Quizplus · Accepted Answer

Distributive bargaining is a type of negotiation in which one party's gain is the other party's loss, meaning that the parties' interests are opposed to each other. This scenario clearly indicates that both labour and management are not able to reach an agreement, which suggests that they are involved in distributive bargaining. Option A refers to integrative bargaining where both parties look for creative solutions that result in mutual gains. Option B refers to a long-term focus that is typically required in integrative bargaining. Option C refers to integrative bargaining where parties are looking for solutions that align with their common interests. Option E refers to cooperative bargaining where both parties are sensitive to each other's needs.

SCENARIO 9-2 Labour and Management at DJ Trucking Cannot Agree