The hospital administrator told the union representative that the ...

[Beheh]

The hospital administrator told the union representative that the hospital would rather close down the unit than give pay raises to the staff. The union representative knew that this was a calculated delay so that the staff nurses would not strike.
 
  This is an example of:
  a.
  Smoke screen
  b.
  Over the barrel
  c.
  Positional pressure tactics
  d.
  Flattery

Question 2

The union representative informed the hospital administrator that the staff members were planning to strike because of failed negotiations regarding an increase in benefits. The union representative is engaged in what type of bargaining?
 
  a. Principle negotiation
  b. Distributive bargaining
  c. Integrative bargaining
  d. Positional bargaining

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Answer to Question 1

ANS: C
Positional pressure tactics, such as refusal to negotiate, extreme demands, escalating demands, and calculated delays, are common dirty tricks in labor negotiations.

Answer to Question 2

ANS: B
In distributive bargaining, the two sides are bargaining over the distribution of fixed resources. In such bargaining, one party may use dirty tricks, carry out deception, make threats, give ultimatums, and overpower and outsmart the other party.