Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

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?

Accepted Answer

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

Question 4

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

Accepted Answer

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

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

Interests of ________________________ are kept hidden.

Accepted Answer

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

Question 7

_________________ conduct negotiations.

Accepted Answer

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

Question 8

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?

Accepted Answer

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

Question 9

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.

Accepted Answer

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

Question 10

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.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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.

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

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

Question 15

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

Accepted Answer

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

Question 16

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

Accepted Answer

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

Question 17

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."

Accepted Answer

A) True 
 B)False

Question 18

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.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Negotiation norms consist of all except:

Accepted Answer

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

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

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

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?

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

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

Interests of ________________________ are kept hidden.

_________________ conduct negotiations.

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?

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.

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.

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

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

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.

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

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

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

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."

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.

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

Negotiation norms consist of all except:

The American Labor Movement

The Changing Workplace

Establishing a Bargaining Process

Organizational Campaigns

The Negotiation Process

Compensation Issues

Employee Benefits

Seniority Rights

Contract Implementation

Grievance and Disciplinary Procedures

The Arbitration Process

Comparative Global Industrial Relations

Filters

Exam 6: Collective Bargaining: Strategies and Tactics

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

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

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?

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

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

Interests of ________________________ are kept hidden.

_________________ conduct negotiations.

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?

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.

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.

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

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

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.

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

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

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

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."

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.

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

Negotiation norms consist of all except:

The American Labor Movement

The Changing Workplace

Establishing a Bargaining Process

Organizational Campaigns

The Negotiation Process

Compensation Issues

Employee Benefits

Seniority Rights

Contract Implementation

Grievance and Disciplinary Procedures

The Arbitration Process

Comparative Global Industrial Relations

Filters