Deck 7: Negotiations

Question 1

The three steps in Interest-based bargaining are to identify the problem, search for alternative solutions, and systematically compare alternatives.

Answer 1

True

Question 2

Integrative bargaining is founded on the assumption that bargaining outcomes can expand the pie to enable both sides to win.

Answer 2

True

Question 3

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

Answer 3

False

Question 4

Individual negotiations are bilateral in nature.

Question 5

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

Question 6

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

A) It lasts longer and costs more.
B) The issues are not all the same.
C) It is secret and contentious.
D) It involves exaggerated positions and trust.

Question 7

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

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

Question 8

An example of a distributive issue is wages.

Question 9

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

Question 10

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

Question 11

Interest-based bargaining is a positive sum game.

Question 12

Which term refers to "attitudinal structuring"?

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

Question 13

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

Question 14

Individual negotiations are similar to bargaining over the terms of a collective agreement.

Question 15

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) There is a conflict of interests between managers and the employer.

Question 16

The bottom line represents the best possible outcome short of a lockout for the employer.

Question 17

Distributive bargaining is a category of negotiations usually characterized by an adversarial or competitive style.

Question 18

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

Question 19

The first step in bargaining occurs when management and the union prepare for bargaining.

Question 20

An important assumption of the employment relationship is the existence of a conflict of interests between managers and those they manage.

Question 21

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 22

Which form of bargaining is also referred to as "principled negotiations"?

A) distributive
B) intra-team
C) positive-sum
D) individual

Question 23

Which subprocess of collective bargaining commonly uses the tactic of employing one spokesperson?

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

Question 24

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 25

Where are intra-team conflicts of interest resolved?

A) at the bargaining table
B) at arbitration
C) in team caucus
D) at conciliation

Question 26

What is zero-sum game associated with?

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

Question 27

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

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

Question 28

What did Katz, Kochan, and Hicks develop?

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

Question 29

What type of bargaining is usually characterized by an adversarial style?

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

Question 30

Which of the following are examples of distributive issues?

A) wages, vacations
B) pensions, technological changes
C) pensions, vacations
D) rest breaks, benefits

Question 31

What are distributive bargaining and attitudinal structuring examples of?

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

Question 32

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

A) protects management and union relationships
B) eliminates conflict within bargaining teams
C) protects confidential information
D) manages unrealistic expectations

Question 33

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

A) newsletters
B) employee development
C) pay
D) health and safety

Question 34

Which of the following are examples of integrative issues?

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

Question 35

Which of the following contributes to achieving a contract zone?

A) The parties share an understanding that there will be the potential to strike or lockout.
B) The economic conditions change dramatically.
C) The parties are new to the relationship.
D) The parties share an understanding of an acceptable wage package.

Question 36

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 37

Which type of bargaining uses consideration of the bargaining mandates as a common tactic?

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

Question 38

What are plant closures, pensions, and technological changes examples of?

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

Question 39

In which form of bargaining will a discussion of options and alternatives be included in the bargaining process?

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

Question 40

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

A) There may be no satisfactory conclusion.
B) There is always a resolution.
C) They can be adversarial.
D) They are repetitive processes.

Question 41

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

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

Question 42

According to the textbook, 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 free exchange of information

Question 43

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 44

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 45

According to the textbook, 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 46

Discuss three reasons why Interest-Based Bargaining so difficult to achieve?

Question 47

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

Question 48

What is Interest-based bargaining?

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 bargaining that is binding on the parties

Question 49

Discuss two dos and don'ts of bargaining?

Question 50

What is the process of ratification?

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

Question 51

What is the first step in bargaining?

A) The union and management serve notice to bargain.
B) The parties meet.
C) The momentum builds for settlement.
D) Management and the union prepare for bargaining.

Question 52

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

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

Question 53

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 54

Which statement best reflects recent research into IBB?

A) Management and labour both prefer IBB.
B) A mutual gains approach works well for highly distributive issues.
C) On average, female and newer negotiations give IBB a higher rating.
D) IBB reduces the risk that unions will be forced to accept concessions.

Question 55

Define and describe the four subprocesses of collective bargaining.

Question 56

What are the main differences between individual and collective bargaining?

Question 57

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) The parties may not have a conflict resolution process.
D) The parties may not have credibility.