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Question 1:
i) What are the main characteristics of good faith bargaining?
ii) What are the main criteria used in the US labour relations system to test good faith bargaining?
iii) To what extent does the IRA provide for good faith bargaining?
Question 2:
i) Describe briefly the following negotiation concepts:
(a) BATNA. (b) Reservation Price. (c) ZOPA (6 marks)
ii) Explain the following terms: (a) Distributive negotiation. (b) Integrative Negotiation.
iii) Describe Ury's stages-strategy for managing difficult negotiators.
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It has been estimated that about 6,000 phoenix companies operate in Australia, costing government and the community hundreds of millions of dollars per year and impacting on indi
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