Emma is the labor union negotiator. Today she is meeting with management to discuss the new five year contract, including wages and benefits. This example of labor-management negotiations over wages exemplifies which type of bargaining?

A) integrative bargaining

B) arbitrationC) distributive bargaining

D) mediation

E) conciliation

Letter C is correct. Distributive bargaining.

Explanation:

Distributive negotiation is a win-lose competitive negotiation strategy. That is, a party only wins if another party loses something. The central objective of this strategy is for a party to earn as much as it can.

Therefore, the ideal alternative to the above question is distributive negotiation, which is used to distribute fixed resources, such as money, assets, resources and labor management negotiations such as wages.