84. Vikas is a labor relations specialist in the
human resource department of a large corporation. He has just been assigned to
lead a negotiating team in contract talks with the labor union of a newly
acquired subsidiary. Historically speaking, relations between labor and
management in this newly acquired subsidiary have been poor. Vikas has been
instructed by top management to break this vicious cycle of bad relations, and
work to bring the union members into the corporation's generally supportive and
healthy culture. Vikas has also been told that members of the union negotiating
team are highly suspicious and distrustful of him and all aspects of the
takeover. Under these circumstances, it is probably most appropriate for Vikas
to begin immediately with attempts at:
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a.
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intraorganizational negotiations
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b.
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distributive negotiations
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c.
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attitudinal structuring
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d.
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integrative negotiations
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ANS: C
85. Each
set of negotiators tries to build consensus for agreement and resolve
intragroup conflict before dealing with the other group's negotiators in the
type of negotiation known as:
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a.
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distributive negotiations
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b.
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integrative negotiations
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c.
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attitudinal structuring
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d.
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intraorganizational negotiations
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ANS: D
86. Vivian
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. Vivian 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. Some members of the union have expressed an interest in cooperating
with management to save their jobs or to increase their wages. Under these
circumstances, it probably makes most sense for Vivian to plan on engaging in:
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a.
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integrative negotiations
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b.
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intraorganizational negotiations
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c.
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neither of these
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d.
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both of these
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