Labor and Management at DJ Trucking Cannot Agree Upon a Contract

question 7

Multiple Choice

Labor and management at DJ Trucking cannot agree upon a contract for the truck drivers. The drivers are threatening to strike, and management knows that such a strike would be very costly. Each side contends that they are bargaining fairly, but no agreement seems to be possible.
-The labor group decides to make use of the "deadline" strategy to improve their leverage in the negotiations. The labor representative tells management that a deal needs to be made within twenty-four hours, or they're going on strike. Based on your understanding of bargaining tactics, is this approach likely to be successful?

• A) No, because the trucking company's management team is likely to reject any threats.
• B) Yes, because deadlines will make the management team reconsider their position.
• C) Yes, but only if the deadline is set with a 24 hour time frame.
• D) No, because deadlines don't work in negotiations, just in work structure.
• E) No, because the consequences of the deadline are not an urgent concern for management.

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Definitions:

Reducing Techniques

Strategies or methods used to decrease anxiety, stress, or other negative emotional states.

Bem's Self-Perception Theory

A psychological theory suggesting that people often infer their own attitudes and feelings from observing their behavior and the context in which it occurs, rather than initially recognizing inner attributes as the cause.

State of Tension

A psychological and physical state resulting from the awareness of a discrepancy between the current state and a desired goal, leading to motivation to resolve the discrepancy.

Cognitive Consistency Theory

A theory suggesting that individuals are motivated to maintain consistency among their beliefs, attitudes, and behaviors, leading to a change in one or more of those areas when inconsistency occurs.