87. Inge is a member of a union negotiating team,
about to renegotiate her union's contract with company management. It seems as
if the rank and file union membership is about evenly divided between wanting
to secure a wage increase and wanting to get some sort of guarantee of job
security. Inge is aware that the company's competitive position is not good.
Sales and profits are down significantly, and many companies in the industry
have been moving production overseas. Under these circumstances, it probably
makes most sense for Inge to plan on engaging in:
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a.
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attitudinal structuring
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b.
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distributive negotiations
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c.
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intraorganizational negotiations
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d.
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none of these
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ANS: C
88. You
are a union negotiator, preparing to renegotiate your union's contract with
company management beginning next month. So far, you have heard a variety of
opinions from the membership regarding what the new contract should include.
Desires range from a 5% wage increase, to increased job security, to the
addition of a dental plan and other improvements to the benefit package. Some
members have very strong feelings about what they think should be in the
contract. You know that the company's sales and profits are down significantly,
and that all union members will not be able to get what they want. In order to
make the negotiation process most productive and effective for both sides, you
probably should begin the process by engaging in:
|
a.
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integrative negotiations
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|
b.
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distributive negotiations
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c.
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intraorganizational negotiations
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d.
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attitudinal structuring
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ANS: C
89. All
of the following are among the key competencies of a mediator except:
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a.
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show mutual acceptance
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b.
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be able to diagnose conflict
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c.
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have a strong knowledge of securities
law
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d.
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be skilled at breaking deadlocks
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