Deck 7: Negotiations

Question 1

Which form of negotiations involves two parties competing over a limited resource?

A) zero-sum bargaining
B) integrative bargaining
C) principled negotiations
D) intra-organizational bargaining

Answer 1

A

Question 2

What name is given to the form of negotiations where two parties compete over the distribution of fixed resources?

A) integrative bargaining
B) collective bargaining
C) distributive bargaining
D) principled bargaining

Answer 2

C

Question 3

Attitudinal structuring is another name for which of the following terms?

A) distributive bargaining
B) integrative bargaining
C) collective bargaining
D) building trust

Answer 3

D

Question 4

An example of a distributive issue is pensions.

Question 5

The bottom line represents the best possible outcome short of a strike for the union.

Question 6

Distributive bargaining and attitudinal structuring are examples of which of the following?

A) elements of the triangle of pressures
B) steps in an IBB process
C) components of Hicks' model
D) subprocesses of collective bargaining

Question 7

Today's negotiator needs to know both integrative and distributive negotiating styles.

Question 8

The three steps in IBB are to identify the problem, search for alternative solutions, and ratify.

Question 9

Which assumption about the IR system is highlighted in distributive bargaining?

A) mutual interests
B) a shared ideology
C) tripartite negotiations framework
D) inherent conflict between labour and management

Question 10

Zero-sum is associated with which of the following?

A) distributive bargaining
B) intra-team bargaining
C) principled bargaining
D) building trust

Question 11

IBB causes a shift from position to interests.

Question 12

What is the conflict of interest assumption?

A) There is a conflict of interests between union and management.
B) There is a conflict of interests between managers and those they manage.
C) There is a conflict of interests between unions and union members.
D) A conflict of interests is necessary for effective bargaining.

Question 13

Fisher and Ury assume a dichotomy between integrative and interest-based bargaining processes.

Question 14

Cooperative and adversarial negotiations often take place at the same time.

Question 15

What feature do collective bargaining and individual negotiations have in common?

A) there may be no satisfactory conclusion
B) there is always a winner
C) they can be adversarial
D) they are repetitive processes

Question 16

Tough and high-priority issues should always be resolved first.

Question 17

Katz, Kochan, and Hicks created a model that takes into account all aspects of collective bargaining, not just monetary issues.

Question 18

A focus on real cases, a joint problem-solving approach, and sharing information are common tactics of building trust.

Question 19

What features of collective bargaining make it more complex than individual negotiations?

A) lasts longer, costs more
B) involves a variety of people and interests
C) is secret and contentious
D) involves exaggerated positions and trust

Question 20

Which term describes an aspect of collective bargaining that is different from individual negotiations?

A) multilateral
B) adversarial
C) short-term
D) finite

Question 21

Where are intra-team conflicts of interest resolved?

A) at the bargaining table
B) at arbitration
C) in team caucus
D) in away-from-the-table meetings

Question 22

What is another term for "positive-sum bargaining"?

A) principled bargaining
B) distributive bargaining
C) distanced bargaining
D) attitudinal structuring

Question 23

Which of the following pairs is an example of integrative issues?

A) health and safety, pensions
B) plant closures, technological change
C) rest breaks, health and safety
D) wages, overtime rates

Question 24

What is the process of ratification?

A) The parties agree to suspend negotiations.
B) Each party approves the negotiated settlement.
C) Management approves the negotiated settlement but the union does not.
D) The union approves the negotiated settlement but management does not.

Question 25

Consideration of the bargaining mandates is a common tactic used in which type of bargaining?

A) win-win bargaining
B) zero-sum bargaining
C) mutual gain bargaining
D) intra-team bargaining

Question 26

Why is a third-party intervention particularly helpful in first contract negotiations?

A) The parties may have unrealistic expectations of the process.
B) The parties do not know each other and need introductions.
C) It is required by law in most jurisdictions.
D) The parties are not free to negotiate a settlement in these cases.

Question 27

What are the parties trying to distribute in distributive bargaining?

A) costs of arbitration
B) control over work rules
C) roles during bargaining
D) equal participants on bargaining teams

Question 28

Which of the following did Katz, Kochan, and Hicks develop?

A) the collective bargaining model
B) the subprocesses of collective bargaining
C) the triangle of pressures
D) the elements of IBB

Question 29

In which form of bargaining will discussion of options and alternatives be part of the bargaining process?

A) distributive bargaining
B) hybrid bargaining
C) intra-team bargaining
D) mutual gains bargaining
M

Question 30

What is the purpose of having a single spokesperson during collective bargaining?

A) prevents haggling at the bargaining table
B) eliminates conflict within bargaining teams
C) protects confidential information
D) manages unrealistic expectations

Question 31

"Principled negotiations" is another name for which form of bargaining?

A) distributive
B) intra-team
C) integrative
D) individual

Question 32

What are the three processes that reflect the triangle of pressures?

A) community, employee, and union consultation
B) conciliation, mediation, and arbitration
C) collective bargaining, human resources, and intra-union dynamics
D) recruitment, selection, and compensation

Question 33

Plant closures, pensions, and technological changes are examples of which of the following?

A) distributive issues
B) hybrid issues
C) integrative issues
D) principled issues

Question 34

Which of the following contributes to achieving a contract zone?

A) The parties are unaware of the potential to strike or lockout.
B) The economic conditions change dramatically.
C) The parties are negotiating for the first time.
D) The parties share an understanding of an acceptable wage package.

Question 35

Under what circumstances does a contract zone exist?

A) There is no overlap between each side's bottom line.
B) The union has the highest expected strike wage.
C) There is overlap between each side's bottom line.
D) Management has the lowest expected strike cost package.

Question 36

Which of the following is an example of a hybrid issue?

A) newsletters
B) training
C) pay
D) health and safety

Question 37

Employing one spokesperson is a common tactic used in which subprocess of collective bargaining?

A) integrative bargaining
B) distributive bargaining
C) building trust
D) intra-team bargaining

Question 38

According to the text, which of the following applies when parties are negotiating for the first time?

A) Their first contract will be established quickly.
B) They are more likely to have unrealistic expectations.
C) They will avoid tactical bargaining mistakes.
D) They are more likely to have built strong trust.

Question 39

Which of the following is an example of employer-union member pressure?

A) decreased stock price
B) temporary replacement employees
C) settlements by rival unions
D) loss of income during a strike

Question 40

What happens when parties have divergent expectations of the outcome wage?

A) estimated cost of a strike rises
B) there is no contract zone
C) estimated cost of stockpiling rises
D) strike cost per worker falls

Question 41

How does the Magna deal differ from the Wagner Act model of industrial relations?

A) The union does not negotiate directly with management.
B) It eliminates the right to strike.
C) Third-party interventions are not allowed.
D) It automatically recognizes the union in all Magna plants.

Question 42

What is IBB?

A) bargaining in which the parties explore what they have in common
B) a form of bargaining in which there is a winner and a loser
C) bargaining within management and union teams
D) a form of third-party intervention that is binding on the parties

Question 43

According to the text, what is required in order for integrative bargaining to be successful?

A) a strict control over exchange of information
B) ignorance about the other party's needs
C) a partisan approach to trust
D) a problem-solving approach

Question 44

Why is IBB so difficult to achieve?

Question 45

Define and describe the four subprocesses of collective bargaining.

Question 46

Define interest-based bargaining, state its assumptions and main elements, and briefly describe the steps involved.

Question 47

Which of the following statements reflects recent research into IBB?

A) Management and labour both prefer IBB.
B) A mutual gains approach works well for highly distributive issues.
C) IBB negotiations lead to increased worker input in decision making.
D) IBB reduces the risk that unions will be forced to accept concessions.

Question 48

What are the main differences between individual and collective bargaining?

Question 49

When has distributive bargaining been shown to be a more effective approach than IBB?

A) in a crisis
B) in an exceptionally bad relationship
C) when monetary issues are present
D) when there is a high level of trust

Question 50

What are the dos and don'ts of bargaining?