Question 1

The term "roll-up" refers to:

Accepted Answer

A)  the time necessary for contract ratification. 
B)  the knowledge of how the union drops demands during the negotiation process. 
C)  entitlement to benefits that are tied to seniority of the work force. 
D)  the amount by which overtime benefits are increased by changes in the base rate. 
A)  the time necessary for contract ratification. 
B)  the knowledge of how the union drops demands during the negotiation process. 
C)  entitlement to benefits that are tied to seniority of the work force. 
D)  the amount by which overtime benefits are increased by changes in the base rate.

Question 2

Briefly explain the basic rules governing the bargaining process.

Accepted Answer

The following basic rules appear to gove

Question 3

Pension costs may depend not only on a defined contribution rate but also on quit rates,vesting rules,and pay rates at the time of retirement.

Accepted Answer

A) True 
 B)False

Question 4

One reason why negotiations are seldom settled until close to a deadline is because the constituents of the bargainers may believe that settlement before the deadline constitutes poor effort.

Accepted Answer

A) True 
 B)False

Question 5

In which of the following relationship patterns can the degree of friendliness between parties be described as a "sweetheart relationship"?

Accepted Answer

A)  Containment-aggression 
B)  Accommodation 
C)  Collusion 
D)  Conflict 
A)  Containment-aggression 
B)  Accommodation 
C)  Collusion 
D)  Conflict

Question 6

The union has strong interests in a continuing relationship,while management generally has no intrinsic interest in its continuation.

Accepted Answer

A) True 
 B)False

Question 7

Bluffing allows a bargainer to test the firmness of an opponent's demands without a full commitment to a settlement and provides an opportunity to learn about the opponent's expectations.

Accepted Answer

A) True 
 B)False

Question 8

What are the three components of a position signaling commitment?

Accepted Answer

The three components of a position signa

Question 9

Which of the following observations is true concerning negotiation?

Accepted Answer

A)  Negotiation occurs if both parties believe they will benefit by agreeing. 
B)  Concessions made during negotiations are rarely voluntary. 
C)  Negotiations are more often seen as an unproductive exercise. 
D)  Negotiations are not characterized by written demands and concessions. 
A)  Negotiation occurs if both parties believe they will benefit by agreeing. 
B)  Concessions made during negotiations are rarely voluntary. 
C)  Negotiations are more often seen as an unproductive exercise. 
D)  Negotiations are not characterized by written demands and concessions.

Question 10

According to studies,cooperative attitude to bargaining was related to companies with:

Accepted Answer

A)  higher performance. 
B)  low sympathy for union goals. 
C)  low market share. 
D)  low capital intensity. 
A)  higher performance. 
B)  low sympathy for union goals. 
C)  low market share. 
D)  low capital intensity.

Question 11

Unions almost always prefer to hold bargaining meetings at the employer's premises so that they can take a tougher bargaining stance.

Accepted Answer

A) True 
 B)False

Question 12

What were the union demands in response to companies' request for concessions in the 1980s? Were these demands successful?

Accepted Answer

During the 1980s when companies requeste

Question 13

Which of the following observations is true concerning attitudes toward bargaining?

Accepted Answer

A)  Gender differences do influence bargaining outcomes. 
B)  Negotiators with prosocial values favor gains over losses. 
C)  Competitive-social-value bargainers prefer to pursue a cooperative approach. 
D)  Bargainers' aspiration levels do not influence outcomes. 
A)  Gender differences do influence bargaining outcomes. 
B)  Negotiators with prosocial values favor gains over losses. 
C)  Competitive-social-value bargainers prefer to pursue a cooperative approach. 
D)  Bargainers' aspiration levels do not influence outcomes.

Question 14

How is bluffing valuable in negotiations?

Accepted Answer

Bluffing is valuable because if one part

Question 15

Which pattern of relationship is characterized by competitive tendencies to destroy or weaken each other?

Accepted Answer

A)  Containment-aggression 
B)  Accommodation 
C)  Collusion 
D)  Cooperation 
A)  Containment-aggression 
B)  Accommodation 
C)  Collusion 
D)  Cooperation

Question 16

Negotiation requires a simultaneous rather than a sequential mode because both parties would have already evaluated the other's proposals.

Accepted Answer

A) True 
 B)False

Question 17

Why is bargaining required?

Accepted Answer

A)  Because it has historically been a strict legal requirement 
B)  Because there are no trade-offs involved in the process 
C)  Because both the parties are facing a win-win situation 
D)  Because the parties have a conflict of interest on issues that jointly affect them 
A)  Because it has historically been a strict legal requirement 
B)  Because there are no trade-offs involved in the process 
C)  Because both the parties are facing a win-win situation 
D)  Because the parties have a conflict of interest on issues that jointly affect them

Question 18

If the negotiations involve many units of a single company,the local is usually responsible for negotiating economic issues.

Accepted Answer

A) True 
 B)False

Question 19

_____ takes place when both parties join to subvert the goals of the parties they represent.

Accepted Answer

A)  Containment-aggression 
B)  Accommodation 
C)  Conflict 
D)  Collusion 
A)  Containment-aggression 
B)  Accommodation 
C)  Conflict 
D)  Collusion

Question 20

What aspects of the existing contract are usually reviewed by the management preparing for negotiations?

Accepted Answer

The review centers on contract language

The term "roll-up" refers to:

Briefly explain the basic rules governing the bargaining process.

Pension costs may depend not only on a defined contribution rate but also on quit rates,vesting rules,and pay rates at the time of retirement.

One reason why negotiations are seldom settled until close to a deadline is because the constituents of the bargainers may believe that settlement before the deadline constitutes poor effort.

In which of the following relationship patterns can the degree of friendliness between parties be described as a "sweetheart relationship"?

The union has strong interests in a continuing relationship,while management generally has no intrinsic interest in its continuation.

Bluffing allows a bargainer to test the firmness of an opponent's demands without a full commitment to a settlement and provides an opportunity to learn about the opponent's expectations.

What are the three components of a position signaling commitment?

Which of the following observations is true concerning negotiation?

According to studies,cooperative attitude to bargaining was related to companies with:

Unions almost always prefer to hold bargaining meetings at the employer's premises so that they can take a tougher bargaining stance.

What were the union demands in response to companies' request for concessions in the 1980s? Were these demands successful?

Which of the following observations is true concerning attitudes toward bargaining?

How is bluffing valuable in negotiations?

Which pattern of relationship is characterized by competitive tendencies to destroy or weaken each other?

Negotiation requires a simultaneous rather than a sequential mode because both parties would have already evaluated the other's proposals.

Why is bargaining required?

If the negotiations involve many units of a single company,the local is usually responsible for negotiating economic issues.

_____ takes place when both parties join to subvert the goals of the parties they represent.

What aspects of the existing contract are usually reviewed by the management preparing for negotiations?

Introduction

The Evolution of American Labor

Employment Law and Federal Agencies

Union Structure and Government

Unions: Member and Leader Attitudes, Behaviors, and Political Activities

Union Organizing Campaigns

Union Avoidance: Rationale,Strategies,and Practices

The Environment for Bargaining

Wage and Benefit Issues in Bargaining

Nonwage Issues in Bargaining

Impasses and Their Resolution

Union-Management Cooperation

Contract Administration

Grievance Arbitration

Public Sector Labor Relations

A Survey of Labor Relations in Market Economies

Filters

Exam 11: Contract Negotiations

The term "roll-up" refers to:

Briefly explain the basic rules governing the bargaining process.

Pension costs may depend not only on a defined contribution rate but also on quit rates,vesting rules,and pay rates at the time of retirement.

One reason why negotiations are seldom settled until close to a deadline is because the constituents of the bargainers may believe that settlement before the deadline constitutes poor effort.

In which of the following relationship patterns can the degree of friendliness between parties be described as a "sweetheart relationship"?

The union has strong interests in a continuing relationship,while management generally has no intrinsic interest in its continuation.

Bluffing allows a bargainer to test the firmness of an opponent's demands without a full commitment to a settlement and provides an opportunity to learn about the opponent's expectations.

What are the three components of a position signaling commitment?

Which of the following observations is true concerning negotiation?

According to studies,cooperative attitude to bargaining was related to companies with:

Unions almost always prefer to hold bargaining meetings at the employer's premises so that they can take a tougher bargaining stance.

What were the union demands in response to companies' request for concessions in the 1980s? Were these demands successful?

Which of the following observations is true concerning attitudes toward bargaining?

How is bluffing valuable in negotiations?

Which pattern of relationship is characterized by competitive tendencies to destroy or weaken each other?

Negotiation requires a simultaneous rather than a sequential mode because both parties would have already evaluated the other's proposals.

Why is bargaining required?

If the negotiations involve many units of a single company,the local is usually responsible for negotiating economic issues.

_____ takes place when both parties join to subvert the goals of the parties they represent.

What aspects of the existing contract are usually reviewed by the management preparing for negotiations?

Introduction

The Evolution of American Labor

Employment Law and Federal Agencies

Union Structure and Government

Unions: Member and Leader Attitudes, Behaviors, and Political Activities

Union Organizing Campaigns

Union Avoidance: Rationale,Strategies,and Practices

The Environment for Bargaining

Wage and Benefit Issues in Bargaining

Nonwage Issues in Bargaining

Impasses and Their Resolution

Union-Management Cooperation

Contract Administration

Grievance Arbitration

Public Sector Labor Relations

A Survey of Labor Relations in Market Economies

Filters