The Four Different Approaches to Bargaining

BHR 3352 UNIT 7 #13: The Four Different Approaches to Bargaining
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The Four Different Approaches to Bargaining
The four different approaches to bargaining include integrative bargaining, attitudinal structuring, distributive bargaining, and intra-organizational bargaining. Distributive bargaining is involves negotiations whereby one side will either gain while the other side loses. It is more of a win-lose situation. An example is in a situation when workers are negotiating for higher wages if the manager decides to increase their wages; it is the worker who will benefit the most but at the expense of other stakeholders. This type of bargain is most common among workers union who most of the time negotiate on behalf of workers when there is a looming strike (Noe, Hollenbeck, Gerhart & Wright, 2011).
Integrative bargaining is a situation where both parties gain, for example, when the labour union ware negotiating with the management on behalf of workers, both sides end up gaining in that a problem is settled because workers wages have been increased at the same time the organization performance is not affected. Integrative bargaining is a situation where both parties work out how to divide the joint gain (Noe, Hollenbeck, Gerhart & Wright, 2011).
Intra-organizational bargaining is a situation where there are different preferences during negotiation process from both sides. In a situation where other senior staffs are, demanding for higher pension while the younger generation prefers up front salary increment this might cause conflicts (Noe, Hollenbeck, Gerhart & Wright, 2011).
Attitudinal structuring is a process of negotiation with uncertainty; in this barging, it is not easy to determine how much power both sides might be having. Attitudinal structuring depends on the level of trust of each side. If both sides work together the more likely the negotiations will be able to succeed. For example, during the negotiation process between worker and him management the management needs to show commitment towards the process if not the worker...