Chapter 8 Flashcards
1
Q
Stages of Negoitation
A
- first meeting - introductions, exchange of proposals, set ground rules
- subsequent mattings, propose counter propose
- pre negotiation
- establishing the negotiating range
- narrowing the bargaining range
- tentative deal
- Ratification
2
Q
Bargaining Subprocess
A
- Intra organizational
- Attitudinal structuring
- Integrative bargaining
distributive bargaining
3
Q
Bargaining Power
A
- legislation
- public opinion
- state of the economy
- united constituency
- employers quantity of inventory, ability to operate during a strike
- amount of union strike fund.
4
Q
Alternative Models of Negotiations
A
Cost of Disputes model
- -transactional costs
- level of satisfaction with results
- Long term effects on the bargaining relationship
- recurrence of areas of disagreement
5
Q
Alternative Models of Negotiations
A
Mutual Gains Model
- separate the people from the problem
- focus on interest, not positions
- generate options before arriving at decisions
- -use objective criteria.
6
Q
What is Intra-Organizational subprocess
A
- achieving consensus withint your own negotiating team
- could involve role conflict and fractional conflict
7
Q
What is Attitudinal Sub-Process
A
- How you feel about the other side
-
8
Q
Integrative
A
- Identifying Common Interests
- joint advantage for both sides
9
Q
Distributive
A
- hanggling over limited resources
- adversarial in nature
