Briefly define the bargaining mix.
What will be an ideal response?
The package of issues for negotiation is the bargaining mix. Each item in the mix has its own starting, target, and resistance points.
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You are a salesperson for a manufacturer of neonatal incubators. While you are making the presentation, your prospect, a hospital administrator, receives a telephone call. What should you do if you determine this is a personal call?
A. Remain quiet and wait for the prospect to finish talking. B. Offer to leave the room. C. Insist the hospital administrator ignore the call since this is your appointed time. D. Politely request for the attention of the prospect. E. Look over the material you previously covered and prepare a written summary.
Which statement below does not describe nonverbal communication as stated in the textbook?
a. Allows transmission of subtle messages b. Risk of conveying the wrong message c. Is an important way of communicating d. Can be recorded and archived
Answer the following statements true (T) or false (F)
1. Decentralized bargaining allows a union to be more responsive to the local needs of its constituents. 2. Decentralized bargaining may make unions more responsive but it also can decrease labor's strike leverage. 3. Going out on strike is the most important way for unions to make it costly for an employer to disagree with him. 4. In the public sector, labor is often argued to be too powerful because as the sole provider of essential services it can exercise greater control over the market. 5. The fact that public sector goods and services are not bought and sold in a competitive labor market makes unionization ineffective.
Cavalaris Products uses a standard cost system
Overhead costs are allocated based on direct labor hours. In the first quarter, Cavalaris had an unfavorable cost variance for variable overhead costs. Which of the following scenarios is a reasonable explanation for this variance? A) The actual number of direct labor hours was lower than the budgeted hours. B) The actual variable overhead costs were higher than the budgeted costs. C) The actual variable overhead costs were lower than the budgeted costs. D) The actual number of direct labor hours was higher than the budgeted hours.