Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.The drivers are threatening to strike and management knows that if a strike occurs,it will be very costly.Each side contends that they are bargaining fairly,but no agreement seems to be possible. Both sides have agreed that there is a fixed amount of resources.Each side feels that what one side wins,the other loses.They believe they are engaged in:
A)distributive bargaining.
B)integrative bargaining.
C)mediation.
D)BATNA.

Question

Quizplus · Accepted Answer

Distributive bargaining is a negotiation strategy where each party tries to maximize their share of the fixed resources. Since both sides believe that what one side wins, the other loses, they are engaged in distributive bargaining. Integrative bargaining, on the other hand, involves finding a solution that satisfies both parties' interests and creates value. Mediation involves the involvement of a neutral third party to facilitate negotiation, and BATNA stands for Best Alternative To a Negotiated Agreement, which is the course of action a party will take if no agreement is reached.

Labour and Management at DJ Trucking Cannot Agree Upon a Contract