Exam 6: Collective Bargaining: Strategies and Tactics

BATNA is also referred to as:

________ can easily determine the nature of the bargaining and greatly affect the settlement value.

A negotiating tactic by which a party includes items of little or no real value to use as trades for items of higher priority is:

The interest-based bargaining process differs from the distributive process in many aspects, although neither are rigid concepts.

In traditional negotiations, IBB advocates claim, because the bargainers must defend their own "arbitrary position - "I must have this price" or "this is my position, take it or leave it" - and attack the arbitrary positions of the other party, the parties often must resort to yelling and threatening as a means of making their points.

An interest may be defined as the specific demand a party has chosen, whereas their position includes the underlying needs, desires, concerns, and fears that caused the party to choose the position.

Even if a negotiator believes the range of possible negotiated outcomes of a particular transaction are inferior to the alternative of not reaching agreement, the negotiator may not quit the negotiation.

The collaborative process of interest based bargaining has emerged in recent years as one of the most visible and practiced innovations in negotiations.

These usually involve multiple-issue negotiations:

The goal of contrast frame is to change management's context from winning to avoiding a loss.

The site of the negotiations need to have private spaces to allow for a caucus by either party.

A 2000 report by the FMCS noted that _______ was the training method most requested by new negotiators.

A _________________ might be set to establish the exchange of initial proposals and the order of discussion of bargaining items.

Many negotiation theories assume that the parties' outcome alternatives to reaching agreement in the negotiation are fixed before negotiations start and do not change.

During negotiations, parties often conceal their real goals and objections to enhance their opportunity for the best possible settlement.

________ is/are also referred to as "win/lose bargaining."

_____ allows) a certain amount of face-saving to the party who comes to the bargaining table with the least amount of bargaining power.

Distributive bargaining is a contest of wills and emotions, often decided by which party can bluff the best, shout the loudest, or talk the longest.

________ is often referred to as a "win-win" approach.

The general procedures and policies that each party agrees to adhere to during negotiations are: