Distributive bargaining, also known as positional or win-lose bargaining, is a negotiation strategy used in employee and labor relations where the involved parties view the resources as fixed and limited, leading to a competitive approach. In the context of SHRM Certified Professionals, distributiv…Distributive bargaining, also known as positional or win-lose bargaining, is a negotiation strategy used in employee and labor relations where the involved parties view the resources as fixed and limited, leading to a competitive approach. In the context of SHRM Certified Professionals, distributive bargaining is essential for handling negotiations related to salaries, benefits, and other employment terms where each side aims to maximize their own gains. This approach typically involves one party seeking to obtain as much as possible at the expense of the other party. For instance, during salary negotiations, an employer might aim to offer the lowest possible salary while the employee seeks the highest possible compensation. Distributive bargaining is characterized by its focus on a single issue, often resulting in a split of a fixed pie where any gain by one side is perceived as a loss by the other. Techniques used in distributive bargaining include anchoring, where one party sets the initial offer to influence the negotiation range, and concessions, where parties make incremental compromises to reach an agreement. While distributive bargaining can be effective in scenarios where relationships are less of a priority and issues are straightforward, it can also lead to increased tension and reduced trust between parties. In the realm of SHRM Certified Professionals, understanding when to apply distributive bargaining versus integrative bargaining—which focuses on creating mutually beneficial solutions—is crucial for effective negotiation and maintaining positive employee relations. Mastery of distributive bargaining allows SHRM practitioners to navigate negotiations strategically, ensuring organizational objectives are met while also addressing employee needs within the constraints of the organization’s resources.
Distributive Bargaining: A Comprehensive Guide
Introduction
Distributive bargaining is a negotiation strategy in which the involved parties aim to divide a fixed amount of resources. This approach is often referred to as a "win-lose" scenario, where one party's gain is another's loss.
Why It Is Important
Understanding distributive bargaining is crucial for effective negotiation in various contexts, including employee and labor relations. It helps parties reach agreements on issues such as salaries, benefits, and working conditions.
What It Is
Distributive bargaining focuses on dividing limited resources. It involves positions narrowing down to a compromise, typically through offers and counteroffers. The primary goal is to maximize one's own gain while minimizing the opponent's.
How It Works
The process of distributive bargaining generally includes: • Preparation: Assessing needs, desires, and limits. • Opening Offers: Initial proposals that anchor the negotiation. • Concessions: Gradual compromises to move closer to an agreement. • Closing the Deal: Finalizing terms that are acceptable to both parties.
Exam Tips: Answering Questions on Distributive Bargaining
When tackling exam questions on distributive bargaining: • Define Key Terms: Clearly explain what distributive bargaining entails. • Use Examples: Illustrate concepts with real-life scenarios. • Highlight Steps: Outline the stages of the bargaining process. • Compare and Contrast: Differentiate distributive bargaining from integrative bargaining. • Apply Theories: Incorporate relevant theories or models to support your answers. • Stay Structured: Organize your response logically with clear headings or bullet points.
SHRM-CP - Distributive bargaining Example Questions
Test your knowledge of Distributive bargaining
Question 1
During contract negotiations, an HR professional focuses on maximizing the organization's benefits without considering the employee's interests. Which bargaining strategy is being employed?
Question 2
Which of the following best describes distributive bargaining?
Question 3
In a salary negotiation, both the employer and employee view the available funds as limited and aim to maximize their own benefits. What type of bargaining strategy are they employing?
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