Labor Relations Exam Solutions
Course Introduction
This course provides an in-depth examination of labor relations and the dynamics between employers, employees, and labor unions. It covers the history, development, and structure of labor movements, as well as the legal frameworks governing collective bargaining, contract negotiation, grievance procedures, and dispute resolution. Students will explore case studies and current issues affecting the workplace, including union-management relations, labor law, and the impact of globalization and technological change. By the end of the course, participants will have a comprehensive understanding of the strategies, challenges, and best practices that shape modern labor relations in a variety of organizational settings.
Recommended Textbook Essentials of Negotiation 5th Edition by Roy Lewicki
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12 Chapters
776 Verified Questions
776 Flashcards
Source URL: https://quizplus.com/study-set/2765 Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/55120
Sample Questions
Q1) Most actual negotiations are a combination of claiming and ____________ value processes.
Answer: creating
Q2) Conflict also has productive aspects and one of those is that conflict encourages psychological development.Elaborate.
Answer: It helps people become more accurate and realistic in their self-appraisals.Through conflict,persons take others' perspectives and become less egocentric.Conflict helps persons to believe that they are powerful and capable of controlling their own lives.They do not simply need to endure hostility and frustration but can act to improve their lives.
Q3) It is possible to ignore intangibles,because they affect our judgment about what is fair,or right,or appropriate in the resolution of the tangibles. A)True
B)False
Answer: False
Q4) Define synergy?
Answer: "the whole is greater than the sum of its parts"
Q5) What does BATNA stand for?
Answer: Best alternative to a negotiated agreement.
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/162835
Sample Questions
Q1) Define commitment.
Answer: "Taking of a bargaining position with some explicit or implicit pledge regarding the future course of action."
Q2) What is the disadvantage of letting the absence of further concessions convey the message of the final offer?
Answer: The other party may not recognize at first that the last offer was the final one and might volunteer a further concession to get the other to respond.Finding that no further concession results,the other party may feel betrayed and perceive that the pattern of concession-counter concession was violated.
Q3) A commitment
A) should not be interpreted as a threat.
B) postpones the threat of future action.
C) is designed to increase both parties' choices to a portfolio of options.
D) removes ambiguity about the actor's intended course of action.
E) All of the above.
Answer: D
Q4) What are the risks involved when using hardball tactics?
Answer: Harm to reputation,Losing the deal,Negative publicity,Dealing with the other party's revenge.
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167444
Sample Questions
Q1) Successful logrolling requires
A) that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.
B) no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.
C) that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests.
D) a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
E) Successful logrolling requires all of the above.
Answer: A
Q2) What is a disadvantage to brainstorming over surveys?
Answer: The disadvantage of brainstorming is that is does not solicit the ideas of those who are not present at the negotiation.
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Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/55117
Sample Questions
Q1) Effective goals must be __________,__________,and __________.
Q2) What are the advantages and disadvantages of limiting a negotiator's authority?
Q3) Distributive strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.
A)True
B)False
Q4) Interests are what a negotiator wants.
A)True
B)False
Q5) Why is it important for goals to be concrete,specific and measurable?
Q6) If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.
A)True
B)False
Q7) Avoidance could best be used when:
A) negotiation is necessary to meet your needs.
B) the time and effort to negotiate are negligible.
C) the available alternatives are very strong.
D) the only available negotiator is a senior manager.
E) all of the above.
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Chapter 5: Perception,Cognition,and Emotion
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71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/55116
Sample Questions
Q1) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
Q2) Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.
Q3) Perception is
A) the process by which individuals connect to their environment.
B) the perceiver's current state of mind, role, and comprehension of earlier communications.
C) a "sense-making" process.
D) selective, tuning in on some stimuli while tuning out others.
E) All of the above describe perception.
Q4) In which type of frame would parties be more likely to engage primarily in distributive (win-lose or lose-lose)negotiations than in other types?
A) Identity
B) Loss-gain
C) Outcome
D) Process
E) Substantive
Q5) A key issue in perception and negotiation is framing.What is framing?
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
Source URL: https://quizplus.com/quiz/162846
Sample Questions
Q1) Define "reframing explanations."
Q2) _____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
Q3) Which of the following is not one of the five linguistic dimensions of making threats?
A) The use of polarized language
B) The conveyance of verbal immediacy
C) The degree of lexical diversity
D) The extent of low-power language style
E) All of the above are elements of the five linguistic dimensions of making threats.
Q4) Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.
A)True
B)False
Q5) _____________ - ____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.
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8
Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/162847
Sample Questions
Q1) Organization and national culture are both descriptors of contextual power.
A)True
B)False
Q2) Today car-buying customers can enter negotiation armed with accurate facts and figures about a car.Describe how car buyers felt before the age of the Internet.
Q3) One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings.Which one?
A) Never do an all-or-nothing deal.
B) Make yourself bigger.
C) Build momentum by doing deals in sequence.
D) Constrain yourself.
E) Do what you can to manage the process.
Q4) One of the major sources of power,____________ power can be defined as power that is derived from the context in which negotiations take place.
Q5) Seeking power in negotiation usually arises from one of which two perceptions?
Q6) Describe how strength of ties between individuals in an organization works.
Q7) How does location in an organization contribute to power?
Page 9
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Chapter 8: Ethics in Negotiation
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/167400
Sample Questions
Q1) Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
Q2) The use of unethical tactics may provoke what response from the "victim?"
Q3) When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.
Q4) The concept of "personalistic ethics" states that the rightness of an action is based on the customs and norms of a particular society or community.
A)True
B)False
Q5) What is the implication of the dilemma of honesty?
Q6) The six categories of marginally ethical negotiating tactics are: 1) competitive bargaining, 2) emotional manipulation, 3) misrepresentation, 4) misrepresentation to opponent's networks, 5) inappropriate information gathering, and 6) __________.
Q7) What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q8) Considering the categories of marginally ethical negotiating tactics,what is the difference between misrepresentation and misrepresentation to opponent's networks?
Q9) Define ethics.
Page 10
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Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/55112
Sample Questions
Q1) Jeswald Salacuse suggests which rule for negotiating a relationship?
A) Minimize the prenegotiation stage of the relationship
B) Recognize a long-term business deal as a continuing negotiation
C) Eliminate the need for mediation or conciliation
D) End all discussions when the contract is signed
E) Salacuse suggests all of the above rules for negotiating a relationship.
Q2) Which type of justice is about the process of determining outcomes?
A) Distributive
B) Interactive
C) Procedural
D) Systemic
E) None of the above.
Q3) What does Salacuse say is the importance of prenegotiation?
Q4) An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.
Q5) In a relationship,gathering information about the other's ideas,preferences and priorities is often the most important activity.
A)True
B)False
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Chapter 10: Multiple Parties and Teams
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/55111
Sample Questions
Q1) What challenge does the increased number of negotiators in a multiparty negotiation present?
Q2) It is uncommon for coalitions to exist before negotiations begin.
A)True
B)False
Q3) Individualistically motivated parties in multiparty negotiations are more trusting and engage in less argumentation.
A)True
B)False
Q4) Additional parties may be invited to a multiparty negotiation to:
Q5) What is the "illusion of consensus?"
Q6) In the prenegotiation phase of multilateral negotiations,issues about participants can be decided on the basis of what questions?
Q7) There are three ways in which the complexity increases as five or more parties simultaneously engage in negotiation.
A)True
B)False
Q8) Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson.
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/55110
Sample Questions
Q1) Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration.
Q2) Which of the following lists only joint strategies for cross-cultural negotiations?
A) Employ agents or advisors, bring in a mediator, adapt to the other party's approach, improvise an approach
B) Employ agents or advisors, adapt to the other party's approach, embrace the other party's approach, effect symphony
C) Bring in a mediator, coordinate adjustment, improvise an approach, effect symphony
D) Coordinate adjustment, improvise an approach, adapt to the other party's approach, embrace the other party's approach
E) None of the above list only joint strategies for cross cultural negotiations.
Q3) What are the 10 different ways that culture can influence negotiations?
Q4) What are the disadvantages to using the "induce the other party to use your approach" strategy?
Q5) What is the danger in modifying the negotiator's approach to match the approach of the other negotiator?
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/167401
Sample Questions
Q1) While some people may look like born negotiators,negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.
Q2) At the top of the best practice list for every negotiator is
A) managing coalitions.
B) diagnosing the structure of the negotiation.
C) remembering the intangibles.
D) preparation.
E) protecting your reputation.
Q3) Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills,and that they remain sharp and focused for their _____________ negotiations.
True / False Questions
Q4) Negotiation is an integral part of daily life and the opportunities to negotiate surround us.
A)True
B)False
Q5) Why is communicating with a coalition critical?
Q6) Why is it said that reputations are like eggs?
Q7) What often happens to negotiators without a strong BATNA?
Page 14
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