In the Change Competency: "GM and UAW Negotiate for Mutual Survival," the two parties engaged in:
A) integrative negotiations.
B) distributive negotiations.
C) both integrative and distributive negotiations.
D) neither integrative nor distributive negotiations.

Question

Quizplus · Accepted Answer

The GM and UAW negotiation can be classified as both integrative and distributive negotiations. Distributive negotiations are focused on dividing a fixed amount of resources, such as in bargaining for wages and benefits. Integrative negotiations, on the other hand, seek to create value and expand the available resources. In this case, both parties engaged in distributive negotiations over wage and benefit packages, but they also engaged in integrative negotiations to find ways to ensure mutual survival by addressing larger issues such as job security, profit sharing, and investment in future technology. Therefore, the negotiations had elements of both integrative and distributive negotiations.