2. Why is it difficult for labor negotiators to switch from traditional to integrative bargaining? What recommendations would you make for negotiators trying to make this switch? Why is it more difficult for union negotiators to make this change compared to company negotiators?

It is very difficult for labor negotiators to switch from traditional to integrative bargaining. As mentioned in our text Negotiators need to overcome not only the mythical fixed pie bias but also give up their old habits and strategies (Budd, 2018, pg 251). The traditional distributive bargaining contains social roles which the negotiators have to play before any breakage is registered (Budd, 2018, pg 251).

The negotiators who are trying to undergo this switch should avoid looking at the mythical believes which are associated with the traditional methods but basically focus on the integrative bargaining regardless of the hurdles they may encounter. Also any integrative bargain also prompts distributive bargaining, and the difficulty in resolving the distributive issue can make integrative bargaining difficult (Katz, Kochan, & Colvin, 2015, p. 126). Furthermore,both sides of negotiators should sit down with the people on their respective sides before meeting with the other side. This is a chance to decide which items need to be addressed and to ascertain their priorities (Craver, 2019).

The change is even harder for union negotiators to implement as opposed to company negotiators. This is because the union negotiators comprise of many entities with different believes and hence making it hard to reach an agreement due to varied cultural diversity. As opposed to company negotiators who are only focused about a single company with less cultural diversity.

In your estimation, would the following be of any help?

1. Integrative bargaining training for negotiators.

2. Kurt Lewin's Change Process. Refer to website below.

https://rapidbi.com/kurt-lewin-three-step-change-theory/

3. Situational Leadership training. Refer to website below.

https://www.situational.com/the-cls-difference/situational-leadership-what-we-do/