Exam 6: Collective Bargaining: Strategies and Tactics

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.

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

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

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

The key to successful negotiations is ______________ by both parties.

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

Effective ___________ and listening to responses are critical negotiation skills.

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.

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.

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

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

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.

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

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.

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

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.

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 ________.

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

There are several issues presented in _______ bargaining.

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