McQuarrie Chapter 8-The Collective Bargaining Process

Question 1

What are 5 stages of Negotiations

Answer 1

• Pre-Negotiation
• Establishing the Negotiating Range
• Narrowing The Negotiating Range
• Crisis
• Ratification

Question 2

What happens at the first joint bargaining meeting? The second?

Answer 2

First: The exchange of written proposals and demands, which are then considered and examined in private by each party.

Second: Counter-proposals

Question 3

When an agreement reached, what happens?

Answer 3

Each party obtains approval of who they represent (Ratification)

Question 4

What is an impasse?

Answer 4

A disagreement which sees no resolution, a dead end of bargaining because neither side moves

Question 5

What 3 options are there when an impasse is reached?

Answer 5

• Take a short break
• Ask for 3rd party intervention
• Strike or lockout

Question 6

What occurs in pre-negotiation stage?

Answer 6

• Sides det. priorities, goals, proposals

- Parties discuss negotiating protocol

Question 7

What actions occur when the Negotiation Range is established?

Answer 7

• Formal bargaining begins
• chief negotiator orally presents rationale for each proposal.
  
  • Establish bargaining range
    - Demonstrate each sides commitments to issues
    - Attempt to influence other sides perceptions and expectations through explaining the proposals rationales

Question 8

With what two points to their argument does each side enter?

Answer 8

An initial offer and a bottom line.

Question 9

What occurs during the Narrowing of The Bargaining Range stage?

Answer 9

Parties attempt to find a zone of agreement , where both of their bottom lines are mutually satisfied.

Question 10

Which stage of negotiations is longest?

Answer 10

Narrowing the bargaining range

Question 11

What two actions do parties carefully time?

Answer 11

The offering of counter proposals and concessions

Question 12

What is the crisis stage

Answer 12

The point at which parties decide whether or not to undertake strike/lockout

Question 13

What happens if an agreement is reached by negotiating teams but not ratified by either party?

Answer 13

Negotiating teams return to the table.

Question 14

What are 4 negotiation sub processes

Answer 14

Intra-organizational bargaining: seeking consensus within team and organization

Attitudinal Structuring: forming of attitudes towards other side and rlnship btwn teams

Integrative bargaining: Identifying common issues to reach win-wins

Distributive bargaining: competition over limited resources between negotiating parties, develops a win/lose situation

Question 15

What 2 types of conflict can appear during Intra-Organizational Negotiation?

Answer 15

Role conflict: bc of mismatched expectations for each sides negotiators

Factional Conflict: Develops when diff groups have diff demands. Disagreement within organization over bargaining goals/priorities

Question 16

Which might typically come first in negotiations, Integrative, or Distributive bargaining?

Answer 16

Integrative. Take the easy win win situations of the table/resolve them before getting to the contentious issues.

Question 17

What are some factors affecting both parties bargaining power?

Answer 17

Environmental, socio-demographic, organizational factors.

Question 18

What are some factors affecting employers bargaining power?

Answer 18

Size of inventory

• structure of operation
• competitiveness
• whether business is seasonal
• whether it can operate during strike
• labour costs

Question 19

What are some factors of Unions bargaining power?

Answer 19

• strength of commitment to specific issues
• access to strike funds
• timing and effectiveness of possible strike

Question 20

What are ‘Interests’ in a bargaining sense?

Answer 20

needs
wants
fears
concerns
desires
other motivators
behind a parties position(preferred outcome)

Question 21

What 4 criteria does the Cost of Disputes Model consider?

Answer 21

1. Transaction costs: expenditure of time, money, resources, emotional energy
2. Satisfaction with outcome
3. Long-term effect on the rlnship: (Poor will be costly)
4. Recurrence: Whether the agreement resolved the issues btwn parties or not

Question 22

How does the Cost of Bargaining Model suggest costs can be reduced?

Answer 22

If each side focused on interests rather than issues that are only resolved when they exercise their rights/bargaining power

Question 23

What are the 4 principles of the Mutual Gains Model of Bargaining

Answer 23

1. People: Separate them from the problem
2. Interests: Focus on interests, not positions
3. Options: Generate a variety of possibilities before deciding what to do
4. Criteria: Insist that the result of negotiations be based or evaluated on some objective standard

Question 24

What are the 3 approaches of the Mutual Gains Model of bargaining\/

Answer 24

• Strive to establish minimum degree of trust in each other
• Determine what is the minimum each side would accept from the other
• Recognize mutual dependancy

Question 25

What are some barriers to the functioning of the Mutual Gains Model of Bargaining?

Answer 25

Inherent power imbalance and different perspectives make it difficult to apply.