Chapter 6

Question 1

Who bargains?

Answer 1

Union Representatives and Management Representatives

Question 1

What are the two types of agreement?

Answer 1

National and Local

Question 2

Who must approve the final settlement?

Answer 2

The Union Members

Question 3

Describe a local agreement negotiating team:

Answer 3

Comprised of ex-officio members, a chief steward, or a grievance committee member.

Question 4

Describe a national agreement negotiating team:

Answer 4

Comprised of large negotiation teams with members from several union offices, staff, and locals.

Question 5

Describe management representatives:

Answer 5

These representatives can include top management,
policymakers, labor relations staff, and some line executives.

Question 6

What type of negotiation skills do people who bargain need?

Answer 6

1. Must understand their own positions and the other party’s positions on each bargaining issue.
2. Listening and communication skills
3. Personal integrity and courage.

Question 7

How many stages does the bargaining process have?

Answer 7

Three stages

1. Preparation Stage (Analysis and Planning)
2. Bargaining Stage
3. Resolution Stage

Question 8

What are the three categories of bargaining subjects?

Answer 8

1. Mandatory
2. Permissive
3. Illegal

Question 9

Define Analysis

Answer 9

Analysis: Bargaining data and items are gathered and identified to begin the collective bargaining process.

Question 10

Define Mandatory

Answer 10

A party may insist on its inclusion, and the other party cannot refuse to discuss it.

Question 11

Define Permissive

Answer 11

A party must withdraw itself from bargaining if the other party does not voluntarily agree to discuss it.

Question 12

Define Illegal

Answer 12

Violates public policy or is inconsistent with the NLRA.

Question 13

What type of items and data are gathered during the Analysis stage of bargaining preparation?

Answer 13

1. Unions introduce new items to be discussed.
2. Unions survey union members to identify issues.
3. Analysis of issues brought as grievances.
4. Recent contracts negotiated in the same industry are used for reference points.

Question 14

During the planning stage, what makes a negotiator effective?

Answer 14

1. They anticipate issues critical to both parties.
2. They prioritize objectives and establish realistic settlement agreements.
3. They prepare an overall strategy for negotiations that reflects the needs of both parties.
4. They develop an agenda that arranges issues logically for discussion.

Question 15

What are the ground rules that parties establish?

Answer 15

1. Where, when, how often, and how long to meet.
2. Size of bargaining teams.
3. Each side designated a leader.

Question 16

What type of information is exchanged in the initial proposal?

Answer 16

1. Economic and Non-Economic issues
2. Posturing - Monologues wherein both parties present demands.