Gail Is a Member of a Union Negotiating Team,about to Renegotiate

Multiple Choice

Gail is a member of a union negotiating team,about to renegotiate his union's contract with company management.It is clear to both union and management that the rank and file union membership wants a larger wage increase than management wants to give them,and that they are not interested in cooperation with management.However,Gail is aware that the company's sales and profits are down significantly,and that top management has been under pressure to maintain a large dividend to stockholders,or to risk being replaced by the Board of Directors.It probably makes most sense for Gail to plan on engaging in:

A) attitudinal structuring
B) intraorganizational negotiations
C) distributive negotiations
D) integrative negotiations