Exam 7: Negotiations

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

Individual negotiations are bilateral in nature.

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

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

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

Discuss two dos and don'ts of bargaining?

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

What is zero-sum game associated with?

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

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

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

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

Under what circumstances does a contract zone exist?

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

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

What are the main differences between individual and collective bargaining?

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

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

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

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