Describe the four subprocesses of negotiations proposed by Richard Walton and Robert McKersie.

Question

What will be an ideal response?

Answer 1

Walton & McKersie identified four types of bargaining that occur during labor negotiations: distributive bargaining, integrative bargaining, attitudinal structuring, and intraorganizational bargaining. Distributive bargaining and integrative bargaining describe the major alternatives for how to negotiated terms and conditions of employment. Distributive is a more adversarial approach that views negotiations as a win-lose proposition. Integrative bargaining is a more collaborative approach that tries to emphasize the possibilities for outcomes where both parties win. Attitudinal structuring refers to the actions that parties take to try to influence the attitudes of labor and management toward each other. For example, the parties may due things to build trust and respect or to bring humor and levity to the situation. They might also do things that are intended to intimidate or even bully the other party. Finally, intraorganizational bargaining describes the negotiations that occur within the management or within the union as they attempt to come to a common consensus about how to negotiate with the other party. For example, the union may need to address the concerns of multiple constituents both within the bargaining committee and within the rank and file. By the same token, the management bargaining team needs to consider the many needs and preferences of management such as finance's desire to limit costs and HR's desire to be competitive in the labor market.