Interpersonal (C)

Question 1

Principled bargainer

Answer 1

Someone who can separate the people in
the room from the issues being discussed
They use objective goals and make sure that
when a compromise is made, it is due to reason,
not the pressure of the negotiation itself. They
look to understand the other side’s goals, rather
than the position stated, to find areas where
both sides can win.

Question 2

Auction

Answer 2

When a business is selling an asset and
reaches out to buyers for bids
8
Buyers in a business auction can reach out
and negotiate on multiple terms besides only
the price, which makes them more active
participants. This allows the selling business to
get the best deal, not just the best price for the
sale.

Question 3

Interest-based bargaining

Answer 3

Has both sides identify their goals and not
only the positions that they have
Taking this step first allows both sides to find
creative solutions, negotiate on multiple sticking
points at once, and find the best solution for
each side, rather than the middle point on every
issue.

Question 4

Collective bargaining

Answer 4

The act of negotiation between an
employer and its employees, where a union
represents the employees’ interests
The NRA addresses the collective bargaining
process and lays out legal definitions for
negotiating in good faith, both on the part of the
employer and the union.

Question 5

Negotiating in bad faith

Answer 5

• Employers making contract proposals
directly to employees without working
through the union that represents them
• Employers urging employees to engage in
activities that would weaken the union’s
negotiating power (for example, encouraging
employees to decertify the union)
• Employers making unfavorable changes to
workplace terms and conditions (such as pay,
hours, and special pay)

Question 6

Mandatory subjects

Answer 6

Must be discussed during negotiations
Mandatory subjects typically involve the basics
of employees’ working conditions and terms,
covering areas such as hours, benefits, pay, and
worker safety concerns.

Question 7

Voluntary subjects

Answer 7

Topics that parties are permitted to discuss but
may choose not to
Voluntary subjects include all issues not covered
under the categories of illegal or mandatory
subjects.

Question 8

Collective Bargaining Agreement (CBA)

Answer 8

Should address basic terms and conditions
including the following:
• Hours, benefits, pay, and workplace safety
• The contract grievance process: a clear statement of
the procedures to be followed in case of a dispute
as well as the actions the organization can take if
employees do not follow the contract
• A zipper clause stating that the CBA has been
agreed to and is final

Question 9

Communication:
Source, sender, and receiver

Answer 9

• Source: the event that led someone to
communicate; this trigger can be verbal,
non-verbal, or otherwise.
• Sender: the person communicating; they have
a question, suggestion, information, or idea
that they want to share.
• Receiver: the person the communication is
directed at; the receiver needs to decode the
message to understand the information as it
was intended.

Question 10

Communication: Message and medium

Answer 10

• Message: the content intended to be
relayed; this can include body language,
tone, and word choice, which may affect the
receiver’s interpretation of the information.
• Medium: the delivery of the message; whether
that message is delivered in person or as an
email, written note, text message, or some
other method of communication. The medium
is the transmission type, not the content.