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The Union underestimated Global's needs in cutting costs and shifting resources to remain a viable company.
Both of these distributive approaches create win-lose situations and can lead to conflict, as compared to the win-win situations created by integrative negotiations (Kinicki & Kreitner, 2003, p. 504).
Global can better combat negative press and a hostile Union, by thoroughly addressing employee issues and actively addressing the media.
"A distributive negotiation usually involves a single issue?a ?fixed-pie'?in which one person gains at the expense of the other. For example, haggling over the price of a rug in a bazaar is a distributive negotiation," (Kinicki & Kreitner, 2003, p...
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