Bargaining power is more likely to be an important determinant of negotiated outcomes in which one of the following approach to bargaining?

a$.$ Win$-$win bargaining

b$.$ Mutual gain bargaining

c$.$ Distributive bargaining

d$.$ Interest$-$based bargaining

e$.$ Intraorganizational bargaining

QUESTION $13$

One party is willing to meet at length and confer but merely goes through the motions of bargaining. Proposals are made that cannot be accepted, an inflexible attitude on major issues is taken, and

no alternative proposals are offered. This scenario best describes:

a$.$ Intraorganizational bargaining.

b$.$ Dilatory tactics.

c$.$ Imposing conditions.

d$.$ Bypassing the representative.

e$.$ Surface bargaining.

QUESTION $14$

The area of overlap between the union's and management's bargaining ranges is called the:

a$.$ Intraorganizational bargaining.

b$.$ Target point.

c$.$ Bargaining range.

d$.$ Contract zone.

e$.$ Utility zone.