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distributive bargaining

industry

Learn about this topic in these articles:

union–management relations

  • Sidney and Beatrice Webb
    In industrial relations: Collective bargaining

    Distributive bargaining is essentially a win–lose engagement. What one party “wins” through hard bargaining comes at the expense of the interests or goals of the “losing” party. In contrast, with an integrative bargaining approach the parties engage in cooperative problem solving in an effort to…

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