integrative bargaining

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Is an approach to collective bargaining that is positive-sum and seeks to identify mutually beneficial outcomes. Integrative bargaining often takes the form of joint problem-solving, in which management and union come together and try to resolve a problem to the benefit of both sides. For instance, a ‘problem’ of worker discontent over pay might be addressed through the negotiation of changed working practices that yield higher productivity and therefore permit higher earnings. Integrative bargaining rests on mutual trust and acceptance of the bargaining partners and contrasts with distributive or zero-sum bargaining. [See distributive bargaining and mutual gains.]

Subjects: Human Resource Management.

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