PAD363-Chapter 8

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

• Pattern bargaining

• Industry bargaining

• Surface bargaining

• Centralized bargaining

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

• Centralized bargaining

• Attitudinal structuring

• Industry bargaining

• Hard Bargaining

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

• Distributive bargaining

• Hard bargaining

• Decentralized bargaining

• Intraorganizational bargaining

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

• Decentralized bargaining

• Industry bargaining

• Pattern bargaining

• Whipsawing

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

• Whipsawing

• Centralized bargaining

• Pattern bargaining

• Surface bargaining

is a negotiation activity whereby limited resources are divided between the parties

• Principled negotiation

• Attitudinal structuring

• Distributive bargaining

• Decentralized bargaining

_________is negotiation in which the parties' objectives are not in conflict and joint gain is possible

• Intraorganizational bargaining

• Distributive bargaining

• lose-lose negotiation

• Integrative bargaining

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

• Pattern bargaining

• Surface bargaining

• Centralized bargaining

• Industry bargaining

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

• Decentralized bargaining

• Industry bargaining

• Pattern bargaining

• Whipsawing

is a negotiation activity whereby limited resources are divided between the parties

• Principled negotiation

• Distributive bargaining

• Decentralized bargaining

• Attitudinal structuring