Exam 5: Negotiation Models, Strategies, and Tactics

The face-saving process at the end of labor-management negotiations typically involves management claiming victory while the union negotiator remains silent.

The final, negotiated settlement point usually is a point approximately in the middle of the two opening offers.

During a negotiation, the objective of each party is to achieve a settlement point as close as possible to its resistance point.

Which of the following is a form of the fairness norm in negotiations?

If negotiations reach an impasse and such an impasse is not the result of an employer's bad-faith negotiations then an employer can unilaterally implement its last offer.

What is a BATNA?

Which of the following statements is true of integrative bargaining?

In a negotiation, the reservation price is ________.

When using the categorization method, the parties generally begin by proposing their opening offer or anchor on an issue.

Which of the following is true of distributive bargaining?

The settlement range is the difference between the ________ points of both the parties involved in a negotiation.

Which of the following is expected of negotiators following the good-faith bargaining norm?

The resistance point is a maximum or minimum beyond which the negotiator will not accept a proposal. This is the negotiator's bottom line.

The ________ clause in many collective bargaining agreements precludes reopening negotiations on any mandatory or permissive bargaining subject that could have been brought up at the negotiations table.

Which of the following is a difference between interest-based bargaining and distributive bargaining?

In labor negotiations, good-faith bargaining is mandated as a part of the collective bargaining process by the National Labor Relations Act.

The zipper clause in many collective bargaining agreements allows reopening negotiations on any mandatory or permissive bargaining subject that could have been brought up at the negotiations table.

Presenting an issue to the other side in a negotiation in a way that is convincing and causes the other side to "see" the proposal in a different light is known as ________.

Which of the following is an example of a BATNA of a union negotiating with management?

Aristotle, a Greek philosopher, believed that the inherent nature of human beings was "good." He believed that a human being's ultimate nature was to try to realize a good end with the help of good means. Aristotle promoted a fairness or justice approach to ethics that is known as ethics of ________.