Question 1

Under the _____ Act, you are entitled to financial information if the employer claims a lack of funds, an inability to stay competitive, or the loss of a necessary profit margin.
A) NLRA
B) CBP
C) MLSA
D) FLSA

Accepted Answer

The Fair Labor Standards Act (FLSA) requires employers to provide financial information to employees if the employer claims a lack of funds, an inability to stay competitive, or the loss of a necessary profit margin.

Question 2

A Consumer Reports article advises buyer to do this to find the best price for a new Escape Hybrid.
A) Comparison shop dealers.
B) Ask opinions.
C) Go online.
D) Get the Consumer Reports Guide.

Accepted Answer

Comparison shopping among dealers allows buyers to evaluate different prices and offers, helping them find the best deal for a new Escape Hybrid.

Question 3

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:
A) Throwaway items.
B) Concealment.
C) Posturing.
D) Packaging.

Accepted Answer

B

Question 4

A realistic assessment of the worst alternative to not reaching an agreement that determines what a party is willing to agree to in order not to reach an impasse.
A) BATNA
B) WATNA
C) WAVE
D) Pareto's Law

Accepted Answer

The answer of A realistic assessment of the worst alternative...

Question 5

The key to successful negotiations is ______________ by both parties.
A) Negotiations
B) Flexibility
C) Compromise
D) Caucusing

Accepted Answer

The answer of The key to successful negotiations is ______________...

Question 6

The process of moving toward a middle point between the opening offers is:
A) Anchoring.
B) Bracketing.
C) Staging.
D) Negotiating.

Accepted Answer

The process of moving toward a middle point between the opening offers is negotiating. Negotiating involves discussing and compromising in order to reach an agreement that both parties are satisfied with. Anchoring refers to the initial offer made in a negotiation, bracketing refers to proposing multiple options within a specific range, and staging refers to breaking up a negotiation into smaller sections to make it more manageable.

Question 7

BATNA is also referred to as:
A) Settlement.
B) Reservation point.
C) Initial offering.
D) Midpoint stance.

Accepted Answer

The answer of BATNA is also referred to as:
A) Settlement.
B)...

Question 8

In labor negotiations, management and labor need to understand the ________ that exists when they sit down to negotiate.
A) Bargaining strategies
B) Power balance
C) Favorable balance
D) Psychological entrapment

Accepted Answer

The answer of In labor negotiations, management and labor need...

Question 9

________ can easily determine the nature of the bargaining and greatly affect the settlement value.
A) Extreme offers
B) Closing offers
C) Opening offers
D) Precedent offers

Accepted Answer

The answer of ________ can easily determine the nature of...

Question 10

A negotiation tactic of putting a few items together and allowing both sides to win one or more items to establish trust and decrease the number of unresolved issues to high-priority issues is ________.
A) Packaging
B) Posturing
C) Concealment
D) Throwaway items

Accepted Answer

The answer of A negotiation tactic of putting a few...

Question 11

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

Accepted Answer

The answer of Which of the following is not necessarily...

Question 12

The general procedures and policies that each party agrees to adhere to during negotiations are:
A) Ground rules.
B) Bargaining agenda.
C) Bargaining tactics.
D) Closing stage.

Accepted Answer

Ground rules are the general procedures and policies that both parties agree to follow during negotiations. These rules establish the framework for how negotiations will proceed, such as setting time limits for speaking or establishing confidentiality agreements. Bargaining agenda refers to the topics or issues that will be discussed during the negotiations, while bargaining tactics refer to the specific strategies and techniques that each party may use to achieve their goals. The closing stage is the final part of the negotiation where both parties come to an agreement and finalize any necessary details.

Question 13

________ is/are also referred to as "win/lose bargaining."
A) Time distribution
B) Bargaining strategies
C) Distributive bargaining
D) Integrative bargaining

Accepted Answer

The answer of ________ is/are also referred to as "win/lose...

Question 14

_____ allows) a certain amount of face-saving to the party who comes to the bargaining table with the least amount of bargaining power.
A) Throwaway items
B) Posturing
C) Packaging
D) Concealment

Accepted Answer

The answer of _____ allows) a certain amount of face-saving...

Question 15

The importance of ____________ to the negotiation process cannot be underestimated.
A) Flexibility
B) Caucusing
C) Compromise
D) Face-saving

Accepted Answer

Flexibility is crucial in any negotiation process as it allows both parties to adjust their positions and find common ground. Without flexibility, negotiations can often stalemate, leading to an unsuccessful outcome. Caucusing, compromise, and face-saving are also important, but flexibility is the most crucial.

Question 16

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

Accepted Answer

The answer of Which of the following is a negotiation...

Question 17

_____ states that 80% of what is accomplished occurs as a result of 20% of the effort.
A) Pareto's Law
B) BATNA
C) WATNA
D) WAVE

Accepted Answer

The answer of _____ states that 80% of what is...

Question 18

In ________, team members can openly discuss the merits of the proposal and their willingness to accept it, or they can formulate a counterproposal.
A) Caucusing
B) Flexibility
C) Compromise
D) Negotiations

Accepted Answer

The answer of In ________, team members can openly discuss...

Question 19

_______ is also known as one's "walk-away value."
A) Pareto's Law
B) WATNA
C) BATNA
D) WAVE

Accepted Answer

The answer of _______ is also known as one's "walk-away...

Question 20

A _________________ might be set to establish the exchange of initial proposals and the order of discussion of bargaining items.
A) Bargaining timeline
B) Bargaining agenda
C) Negotiation session
D) Closing stage

Accepted Answer

The answer of A _________________ might be set to establish...

Quiz 6: Collective Bargaining: Strategies and Tactics

Under the _____ Act, you are entitled to financial information if the employer claims a lack of funds, an inability to stay competitive, or the loss of a necessary profit margin.

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

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:

A realistic assessment of the worst alternative to not reaching an agreement that determines what a party is willing to agree to in order not to reach an impasse.

The key to successful negotiations is ______________ by both parties.

The process of moving toward a middle point between the opening offers is:

BATNA is also referred to as:

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

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

A negotiation tactic of putting a few items together and allowing both sides to win one or more items to establish trust and decrease the number of unresolved issues to high-priority issues is ________.

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?

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

________ 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.

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

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?

_____ states that 80% of what is accomplished occurs as a result of 20% of the effort.

In ________, team members can openly discuss the merits of the proposal and their willingness to accept it, or they can formulate a counterproposal.

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

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