Chapter 7

Question 1

Collective bargaining vs ind negotiations

Answer 1

number of participants

multiple vs two
high vs low
ongoing vs can be one time

Question 2

intra team bargaining

Answer 2

bargaining within the union/ management

Question 3

attitudinal structuring

Answer 3

building trust and respect between negotiations teams

Question 4

golden rule

Answer 4

asl for more than your bottom line

Question 5

sources of pressure

Answer 5

union employer pressure
- the pressure of strike
- pressure on the union: economic impact of lockout
- pressure on union members: loss of income

employer union member

union member union memeber

Question 6

Bargaining steps

Answer 6

prepare for bargaining
serve notice to bargain
parties meet
parties communicate
ratification
settle or impasse
contract zone is reached
momentum

Question 7

issues with starting with financial issues

Answer 7

premature impasse

Question 8

Interest Based Bargaining

Answer 8

cooperative from of bargaining, focus on each other’s interest and win-win situation

Question 9

IBB Steps

Answer 9

identify the problem
search for alternative solutions
systematically compare alternatives

Question 10

Mixed Issue bargaining

Answer 10

some issues are inherently distributive

Question 11

bargaining history

Answer 11

long history of adversarial negotiations characterized by lack of trust to make IBB difficult to achieve

Question 12

When does IBB work

Answer 12

crisis
exceptionally bad relationship
when monetary conflict of interest do not exist