Asked by Bryanna Garcia on May 10, 2024
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Gail is a member of a union negotiating team,about to renegotiate his union's contract with company management.It is clear to both union and management that the rank and file union membership wants a larger wage increase than management wants to give them,and that they are not interested in cooperation with management.However,Gail is aware that the company's sales and profits are down significantly,and that top management has been under pressure to maintain a large dividend to stockholders,or to risk being replaced by the Board of Directors.It probably makes most sense for Gail to plan on engaging in:
A) attitudinal structuring
B) intraorganizational negotiations
C) distributive negotiations
D) integrative negotiations
Intraorganizational Negotiations
Negotiations that occur within an organization, involving its members or departments, aimed at resolving conflicts, allocating resources, or agreeing on strategies.
Distributive Negotiations
A negotiation method that involves dividing a fixed amount of resources between parties.
Dividend
A portion of a company's earnings that is paid to shareholders or investors as a distribution of profits.
- Identify the distinctive features and separate between the approaches of distributive and integrative negotiation.
- Identify the influence of external elements, including market conditions, on the strategies used in negotiations.
Verified Answer
Learning Objectives
- Identify the distinctive features and separate between the approaches of distributive and integrative negotiation.
- Identify the influence of external elements, including market conditions, on the strategies used in negotiations.
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