Negotiation of a Collective Agreement

Question 1

Centralized Bargaining

Answer 1

Refers to negotiations that cover more than one location, bargaining unit, or employer

Question 2

Industry Bargaining

Answer 2

A centralized bargaining structure in which one negotiation covers all employees in an industry

Question 3

Decentralized Bargaining

Answer 3

Refers to negotiations between one employer and one union for one location

Question 4

Whipsawing

Answer 4

Involves establishing an agreement with one party and then using the agreement to pressure others

Question 5

Pattern Bargaining

Answer 5

A union negotiates an agreement with one employer and then attempts to have it copied with other employers

Question 6

Distributive Bargaining

Answer 6

A negotiation activity whereby limited resources are divided between the parties

Question 7

Integrative Bargaining

Answer 7

Negotiation in which the parties’ objectives are not in conflict and joint gain is possible

Question 8

Attitudinal Structuring

Answer 8

Refers to the parties’ relationship and what they do to change it

Question 9

Intraorganizational Bargaining

Answer 9

Refers to activities within each side to build a consensus

Question 10

Types of Union-Management Relationships (5)

Answer 10

1. Conflict
2. Containment-Aggression
3. Accommodation
4. Cooperative
5. Collusion

Question 11

Duty to Bargain in Good Faith

Answer 11

Means that both the employer and the union must make reasonable efforts to reach agreement

Question 12

Interest-Based Bargaining

Answer 12

An approach to negotiations in which the parties use problem solving and attempt to find a settlement that produces gains for both

Question 13

Distinctive Features of the negotiation process

Answer 13

1. Union-Mgmt negotiations address a broad range of issues
2. Union-Mgmt negotiations are statutorily regulated
3. They are conducted by reps of the parties who have final approval
4. Union-Mgmt relationships are long term