15. At the bargaining table, union negotiators: . Must accept whatever contract terms the management negotiators offer. b. Are typically only authorized to reach a tentative agreement on contract terms. c. Have 48 hours to review the contract terms with union members. . Have full authority and responsibility to sign a final contract if the terms are acceptable to all negotiators. 16. The activity whereby union and management officials attempt to resolve conflicts of interest by exchanging commitments in a manner intended to sustain and possibly enrich their continuing relationship is called: a. Pattern bargaining. b. Whipsaw bargaining . Leapfrogging. d Collective bargaining. 17. The strategy which involves a negotiating team attempting to extract large, similar concessions from multiple opponents is called: .. Pattern bargaining. . Whipsaw bargaining, c. Leapfrogging. Collective bargaining. 18. The strategy which attempts to use the most recent contracts in the industry as the starting point for achieving further concessions is called: ..Pattern bargaining. b. Whipsaw bargaining c. Leapfrogging. d Collective bargaining. 19. The area of overlap between the union's and management's bargaining ranges is called the: .. Contract zone. b. Bargaining range. c. Target point. d. Utility zone. a 20. The result of the calculation of any contract item that can be obtained by dividing the annual total cost of the item by the number of bargaining unit hours worked during the year is called the: a Roll-up factor b. Cents-per-hour wage increase. Cents-per-hour cost. d Costing contract proposal. c