Asked by Johnica Della on May 08, 2024
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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.
Mixed Motive Conflict
A situation in which parties involved have both cooperative and competitive interests, leading to complex negotiations or interactions.
Distributive Bargaining
A negotiation strategy where parties compete over a fixed amount of resources, often leading to a win-lose outcome.
Integrative Bargaining
A negotiation strategy in which all parties collaborate to find a win-win solution that optimally satisfies the interests of all involved.
- Attain an understanding of the theories behind distributive and integrative bargaining.
- Understand the effects of various negotiation strategies, including the Affinity Method and altered forms of integrative bargaining, on the results of negotiations.
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Learning Objectives
- Attain an understanding of the theories behind distributive and integrative bargaining.
- Understand the effects of various negotiation strategies, including the Affinity Method and altered forms of integrative bargaining, on the results of negotiations.
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