Vivian is a member of a union negotiating team,about to renegotiate her union's contract with company management.It seems as if the rank and file union membership is about evenly divided between wanting to secure a wage increase and wanting to get some sort of guarantee of job security.Vivian is aware that the company's competitive position is not good.Sales and profits are down significantly,and many companies in the industry have been moving production overseas.Some members of the union have expressed an interest in cooperating with management to save their jobs or to increase their wages.Under these circumstances,it probably makes most sense for Vivian to plan on engaging in:
A) integrative negotiations
B) intraorganizational negotiations
C) neither of these
D) both of these

Question

Quizplus · Accepted Answer

Vivian should plan on engaging in both integrative and intraorganizational negotiations. Integrative negotiation is appropriate when the interests of both sides are not completely opposed and it involves problem-solving and creative solutions that can benefit both parties. In this case, if some members of the union are open to cooperating with management, an integrative approach could potentially lead to a mutually beneficial agreement. On the other hand, intraorganizational negotiation may be necessary to address the divided views within the union membership and come up with a unified position before negotiations with management begin. Therefore, both types of negotiations can be useful in this situation.

Vivian Is a Member of a Union Negotiating Team,about to Renegotiate