Mark has been the teachers’ union representative for contract negotiations for the past five contracts

Which of the following statements regarding negotiation strategies is correct?

a. An adversarial stance is needed to begin integrative negotiation.

b. Focusing on a “fixed pie” in negotiations is a good approach because it controls the number of options to be considered.

c. Reviews of negotiation experiments indicate that in almost all those situations where an integrative approach to negotiations could be adopted, such an approach was utilized.

d. Listening is a key element in the integrative approach to negotiation.

(d) Difficult/Synthesis

95. Which of the following steps is the FIRST you should undertake in negotiating a higher salary?

a. Overcome your fear.

b. Get the facts.

c. Know what you want.

d. Be assertive.

(a) Easy/Comprehension

96. Which of the following is NOT a recommended step in negotiating a higher salary for yourself?

a. Overcome your fear.

b. Begin aggressively.

c. Get the facts.

d. Listen more than you talk.

(b) Medium/Analysis

97. Which of the following is NOT a common mistake in negotiations?

a. Letting your ego get in the way.

b. Deciding to negotiate.

c. Having unrealistic expectations.

d. Getting overly emotional.

(b) Medium/Analysis

98. Mark has been the teachers’ union representative for contract negotiations for the past five contracts. Today the school district presented a counterproposal in which they requested that teachers make a minimal contribution for their healthcare premiums. The expiring contract makes the school district entirely responsible for the premiums. Mark is outraged. He throws the proposal given him on the floor and yells at the school district representative as he exits the negotiation room, “This is a pure and simple insult to my members and I will not sit at a table with anyone who treats them so poorly.” Mark is committing what negotiation mistake?

a. having unrealistic expectations

b. letting past negative outcomes impact the present ones

c. getting overly emotional

d. letting his ego get in the way

(c) Difficult/Evaluation

99. Which of the following statements regarding common mistakes in negotiations is correct?

a. Research shows that negotiation avoidance is particularly pronounced among men.

b. Setting high goals decreases some of the tension of negotiations.

c. Negotiators that have engaged in ineffective negotiations in the past are more likely to learn lessons which make them successful negotiators in the future.

d. Those with greater power are more likely to be effective when using anger in negotiations.

(d) Difficult/Analysis

100. Research indicates which of the following findings regarding negotiations is correct?

a. Those who encounter anger during negotiation are likely to counter with an accommodation approach to negotiations.

b. Though men have a greater tendency to negotiate in a salary situation, they are no more successful than women in securing an increase.

c. Setting integrative goals is no more likely to improve the chances of arriving at an agreement than going into negotiations with adversarial goals.

d. Individuals who were unable to negotiate a deal in previous negotiation situations tended to have lower outcomes in subsequent negotiations than those who had initially negotiated deals in the past.

(d) Difficult/Evaluation

101. Which of the following is NOT a good piece of advice to offer individuals who want to engage in successful negotiations?

a. Don’t establish deadlines; when the negotiations are over, they are over.

b. Be patient; don’t rush things.

c. Don’t worry about periods of silence; just wait.

d. Focus on agreement first and then go back to those areas that are unresolved.

(a) Medium/Analysis

102. Mediation is

a. the process of bringing in a third party who has the authority to act as a judge and will make a binding decision.

b. the process where a third party enters the situation with the goal of assisting the parties to reach an agreement.

c. the process whereby two or more parties work toward an agreement.

d. the process that involves people disagreeing.

(b) Easy/Knowledge

103. Allan is a member of a union. The supervisor at the firm where he works gave Allan a three-day suspension for not wearing his protective shoes on the manufacturing floor of his firm. Allan appealed the suspension and the company’s plant manager refused to rescind the suspension. The union wants to appeal this decision to a neutral third party for a ruling. What procedure does the union want to utilize?

a. mediation

b. negotiation

c. arbitration

d. conflict management

(c) Easy/Application