Because collective bargaining is a mixed motive conflict, it is recommended that the parties engage first in distributive bargaining to see what they can win and then followed this by integrative bargaining for those issues that they are not likely to win.

Question

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Collective bargaining involves both distributive and integrative bargaining simultaneously. The parties should engage in both types of bargaining throughout the negotiation process to reach mutually beneficial agreements. Simply focusing on distributive bargaining first is not recommended as it could harm the long-term relationship between the parties.

Because Collective Bargaining Is a Mixed Motive Conflict, It Is