Question: Why is it difficult for labor negotiators (both management and union) to switch from traditional (adversarial) to integrative bargaining (where a common interest is sought)?

Why is it difficult for labor negotiators (both management and union) to switch from traditional (adversarial) to integrative bargaining (where a common interest is sought)? What recommendations would you make to help negotiators make this switch? Why might it be more difficult for union negotiators to make this change than for management negotiators?

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