87. Inge is a member of a union negotiating team, about to renegotiate her unions contract with company management. It seems as if the rank and file union membership is about evenly divided between wanting to secure a wage increase and wanting to get some sort of guarantee of job security. Inge is aware that the companys competitive position is not good. Sales and profits are down significantly, and many companies in the industry have been moving production overseas. Under these circumstances, it probably makes most sense for Inge to plan on engaging in:
| a. | attitudinal structuring |
| b. | distributive negotiations |
| c. | intraorganizational negotiations |
| d. | none of these |
ANS: C
88. You are a union negotiator, preparing to renegotiate your unions contract with company management beginning next month. So far, you have heard a variety of opinions from the membership regarding what the new contract should include. Desires range from a 5% wage increase, to increased job security, to the addition of a dental plan and other improvements to the benefit package. Some members have very strong feelings about what they think should be in the contract. You know that the companys sales and profits are down significantly, and that all union members will not be able to get what they want. In order to make the negotiation process most productive and effective for both sides, you probably should begin the process by engaging in:
| a. | integrative negotiations |
| b. | distributive negotiations |
| c. | intraorganizational negotiations |
| d. | attitudinal structuring |
ANS: C
89. All of the following are among the key competencies of a mediator except:
| a. | show mutual acceptance |
| b. | be able to diagnose conflict |
| c. | have a strong knowledge of securities law |
| d. | be skilled at breaking deadlocks |
ANS: C
