Deck 6: Collective Bargaining: Strategies and Tactics

Question 1

Under the _____ Act, you are entitled to financial information if the employer claims a lack of funds, an inability to stay competitive, or the loss of a necessary profit margin.

A) NLRA
B) CBP
C) MLSA
D) FLSA

Answer 1

C

Question 2

A Consumer Reports article advises buyer to do this to find the best price for a new Escape Hybrid.

A) Comparison shop dealers.
B) Ask opinions.
C) Go online.
D) Get the Consumer Reports Guide.

Answer 2

A

Question 3

A negotiating tactic by which a party includes items of little or no real value to use as trades for items of higher priority is:

A) Throwaway items.
B) Concealment.
C) Posturing.
D) Packaging.

Answer 3

B

Question 4

A realistic assessment of the worst alternative to not reaching an agreement that determines what a party is willing to agree to in order not to reach an impasse.

A) BATNA
B) WATNA
C) WAVE
D) Pareto's Law

Question 5

The key to successful negotiations is ______________ by both parties.

A) Negotiations
B) Flexibility
C) Compromise
D) Caucusing

Question 6

The process of moving toward a middle point between the opening offers is:

A) Anchoring.
B) Bracketing.
C) Staging.
D) Negotiating.

Question 7

BATNA is also referred to as:

A) Settlement.
B) Reservation point.
C) Initial offering.
D) Midpoint stance.

Question 8

In labor negotiations, management and labor need to understand the ________ that exists when they sit down to negotiate.

A) Bargaining strategies
B) Power balance
C) Favorable balance
D) Psychological entrapment

Question 9

________ can easily determine the nature of the bargaining and greatly affect the settlement value.

A) Extreme offers
B) Closing offers
C) Opening offers
D) Precedent offers

Question 10

A negotiation tactic of putting a few items together and allowing both sides to win one or more items to establish trust and decrease the number of unresolved issues to high-priority issues is ________.

A) Packaging
B) Posturing
C) Concealment
D) Throwaway items

Question 11

Which of the following is not necessarily a realistic number that can influence the parties' assessment of the zone of potential agreement in the negotiation?

A) Anchor
B) Claw
C) ZOPA
D) Opening clause

Question 12

The general procedures and policies that each party agrees to adhere to during negotiations are:

A) Ground rules.
B) Bargaining agenda.
C) Bargaining tactics.
D) Closing stage.

Question 13

________ is/are also referred to as "win/lose bargaining."

A) Time distribution
B) Bargaining strategies
C) Distributive bargaining
D) Integrative bargaining

Question 14

_____ allows) a certain amount of face-saving to the party who comes to the bargaining table with the least amount of bargaining power.

A) Throwaway items
B) Posturing
C) Packaging
D) Concealment

Question 15

The importance of ____________ to the negotiation process cannot be underestimated.

A) Flexibility
B) Caucusing
C) Compromise
D) Face-saving

Question 16

Which of the following is a negotiation method in which two parties strive to divide a fixed pool of resources each trying to maximize their share of distribution?

A) Bargaining strategies
B) Distributive bargaining
C) Integrative bargaining
D) Time distribution

Question 17

_____ states that 80% of what is accomplished occurs as a result of 20% of the effort.

A) Pareto's Law
B) BATNA
C) WATNA
D) WAVE

Question 18

In ________, team members can openly discuss the merits of the proposal and their willingness to accept it, or they can formulate a counterproposal.

A) Caucusing
B) Flexibility
C) Compromise
D) Negotiations

Question 19

_______ is also known as one's "walk-away value."

A) Pareto's Law
B) WATNA
C) BATNA
D) WAVE

Question 20

A _________________ might be set to establish the exchange of initial proposals and the order of discussion of bargaining items.

A) Bargaining timeline
B) Bargaining agenda
C) Negotiation session
D) Closing stage

Question 21

________ is often referred to as a "win-win" approach.

A) Collective bargaining
B) Process bargaining
C) Distributive bargaining
D) Interest-based bargaining

Question 22

If mediation is agreed to by both parties in the case of an impasse, the mediator is chosen by the company.

Question 23

Negotiation norms consist of all except:

A) Motivation factors.
B) Reciprocity.
C) Good-faith bargaining.
D) Fairness norms.

Question 24

These usually involve multiple-issue negotiations:

A) Practical negotiations.
B) Distributive negotiations.
C) Compromise negotiations.
D) Complex negotiations.

Question 25

This is the single most useful interest-based bargaining skill because it indicated that one genuinely seeks to understand what the other person is thinking, feeling, and needing.

A) Active listening
B) Reflective statements
C) Trade-off
D) Open-ended

Question 26

This method is basic and one that can be easily learned.

A) Active Listening
B) Tentative Agreement
C) Economic Matrix
D) Categorization

Question 27

All negotiation sessions will commence on the time, date, and location dictated by the proposers.

Question 28

The _________ notes that unless the parties have had a positive past relationship and have received joint training, it is not likely to succeed in a given negotiation situation.

A) IBC
B) COB
C) FMCS
D) IBB

Question 29

Interests of ________________________ are kept hidden.

A) Process bargaining
B) Collective bargaining
C) Distributive bargaining
D) Interest-based bargaining

Question 30

Someone who believes "an eye for an eye" is practicing:

A) Confirmatory bias.
B) Fairness norm.
C) Good-faith bargaining.
D) Reciprocity norm.

Question 31

Proposals and counterproposals will be made on typed copies as reasonable and will be signed and dated by the appropriate party.

Question 32

A 2000 report by the FMCS noted that _______ was the training method most requested by new negotiators.

A) IBB
B) COB
C) IBC
D) FMCS

Question 33

The site of the negotiations need to have private spaces to allow for a caucus by either party.

Question 34

This is known as a key variable in the negotiation process:

A) Framing.
B) Precedent.
C) Concealment.
D) Bracketing.

Question 35

This is mandated as a part of the collective bargaining process by the NLRA:

A) Confirmatory bias.
B) Fairness norm.
C) Reciprocity norm.
D) Good-faith bargaining

Question 36

Effective ___________ and listening to responses are critical negotiation skills.

A) Negotiations
B) Questioning
C) Knowledge
D) Reservations

Question 37

In an) _________ process, the parties generally cooperate to achieve maximum total benefit of the final agreement while also competing to divide the value of the package.

A) Process bargaining
B) Interest-based bargaining
C) Distributive bargaining
D) Collective bargaining

Question 38

_________________ conduct negotiations.

A) Unions
B) Issues
C) People
D) Companies

Question 39

There are several issues presented in _______ bargaining.

A) Distributive
B) Collective
C) Interest-based
D) Process

Question 40

In 2008, Chrysler Corporation faced almost certain bankruptcy when Fraser and Chrysler CEO Lee Iacocca decided to try something that had never been accomplished in U.S. history: They appealed directly to Congress for a $1.2 billion loan "bailout."

Question 41

The successful negotiation process requires the exchange of many proposals and counterproposals.

Question 42

The purpose of circular questions is to expand the discussion beyond the immediate situation to a larger context, to clarify positions.

Question 43

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the most extreme offer, which can logically be defended and then carefully gauge the reaction to the offer.

Question 44

During negotiations, parties often conceal their real goals and objections to enhance their opportunity for the best possible settlement.

Question 45

The interest-based bargaining process differs from the distributive process in many aspects, although neither are rigid concepts.

Question 46

Even if a negotiator believes the range of possible negotiated outcomes of a particular transaction are inferior to the alternative of not reaching agreement, the negotiator may not quit the negotiation.

Question 47

The initial working sessions of collective bargaining are no more than monologues in which both parties present their list of demands and provide data and arguments to support their positions.

Question 48

In a negotiation situation, the parties may be involved in a pure "exchange" relationship, such as a onetime car purchase, in which there was no prior purchase and no future one expected.

Question 49

IBB generally required the existence of several issues to be negotiated.

Question 50

The need norm is known as keeping all significant issues in their current state.

Question 51

Negotiations may be blocked when both parties have inconsistent and overly optimistic assessments of their alternatives.

Question 52

The purpose of open-ended questions is to generate useful information on interests, define issues, and provide rationale for positions.

Question 53

Making personal attacks is not allowed to occur in negotiations.

Question 54

A critical mistake some negotiators make is to fail to set their opening offer higher/lower just to create or bracket a desirable midpoint, for fear of offending the other party.

Question 55

Negotiations seldom take place in a vacuum, but instead they are often guided by social norms and accepted practices that are based on the context of the situation.

Question 56

Negotiators who wish to triumph over the other party or maximize their outcome at all costs often choose the distributive or win-win approach.

Question 57

The goal of reframing is to change management's context from a cost decision by focusing on the uniqueness of the grievance.

Question 58

Framing is recognized as a key variable in the negotiation process.

Question 59

Many negotiation theories assume that the parties' outcome alternatives to reaching agreement in the negotiation are fixed before negotiations start and do not change.

Question 60

The goal of contrast frame is to change management's context from winning to avoiding a loss.

Question 61

In 2005, the city of Alameda and the members of the fire department entered into "meet and confer" negotiations for a new wage and benefit agreement. After three years of unsuccessful negotiations, an impasse was declared.

Question 62

In traditional negotiations, IBB advocates claim, because the bargainers must defend their own "arbitrary position - "I must have this price" or "this is my position, take it or leave it" - and attack the arbitrary positions of the other party, the parties often must resort to yelling and threatening as a means of making their points.

Question 63

The collaborative process of interest based bargaining has emerged in recent years as one of the most visible and practiced innovations in negotiations.

Question 64

An interest may be defined as the specific demand a party has chosen, whereas their position includes the underlying needs, desires, concerns, and fears that caused the party to choose the position.

Question 65

Distributive bargaining is a contest of wills and emotions, often decided by which party can bluff the best, shout the loudest, or talk the longest.