You Are a Union Negotiator,preparing to Renegotiate Your Union's Contract

Multiple Choice

You are a union negotiator,preparing to renegotiate your union's contract with company management beginning next month.So far,you have heard a variety of opinions from the membership regarding what the new contract should include.Desires range from a 5% wage increase,to increased job security,to the addition of a dental plan and other improvements to the benefit package.Some members have very strong feelings about what they think should be in the contract.You know that the company's sales and profits are down significantly,and that all union members will not be able to get what they want.In order to make the negotiation process most productive and effective for both sides,you probably should begin the process by engaging in:

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