Answer the following statements true (T) or false (F)

1. The tendency to assume collective bargaining is a zero-sum or constant-sum game is deeply engrained in U.S. labor relations.
2. Modified integrative bargaining is a strategy in which the parties begin with integrative bargaining and then turn to distributive bargaining for any issues where they were not able to find common ground.
3. One of the challenges in adopting a distributive bargaining strategy is that there are strong social norms in place for the parties to act in an integrative way.
4. Using the Affinity Method of Collaborative Economic Bargaining, parties identify bargaining issues, determine a costing methodology, and brainstorm options and solutions before making any proposals.
5. The parties' attempts to manage their relationship in negotiations by focusing on building trust and respect for one another is characteristic of attitudinal structuring.


1. TRUE
2. TRUE
3. FALSE
4. TRUE
5. TRUE

Business

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