Question

Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible. Both sides agree that they are competing over a fixed amount of resources. Each side feels that what one side wins, the other loses. Based on this information we can say that the two sides are engaged in ________.

Answer 1

Answer:

DISTRIBUTIVE BARGAINING

Explanation:

Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. between both the parties.

Distributive bargaining is an adversarial type of negotiation in which it is assumed that any gain of a competitor is a loss to the other party.

Distributive bargaining contrasts with integrative bargaining that is a more cooperative approach that seeks to maximize the benefit to both parties.