Collective BargainingForms

Bargaining Forms
1. Distributive Bargaining

• Bargaining over the distribution of surplus

• Distribution of wages, allowance, salaries, bonus, etc.
• Distribution of the pie
• One party’s gain is other’s loss
• Cut and grab the most portion of the pie, or increase the pie’s size
 Bargaining Forms
2. Attitudinal Restructuring

• Shaping or reshaping some attitudes like friendliness, hostility, trust,

respect, distrust, etc between management and trade unions
• It helps to create cordial relationship between the two parties
• Generates trust and cooperation between them
 Bargaining Forms
3. Integrative Bargaining

• In situations like improved machinery/tools, improved workers training

and development, better performance appraisal, or at times recession
and deciding how to cut expenses
• It takes place on issues pertaining to situations where both parties gain
something, or they both don’t lose anything
 Bargaining Forms
4. Intra-organization Bargaining

• Aims at resolving intra-organizational disagreements, conflict, dissent, or

difference of opinions
• Developing a consensus of opinion over controversial issues like whistle
blowing or sexual harassment
• Intra-union or intra-management issues are resolved