For both Alisa and Katherine, describe how planning impacted their ability to successfully negotiate.Negotiation Planning
1.What strategy should Katherine take?
Continue to clarify
Apologize for omission
Change subjectNegotiation Strategies and Behaviors
Proof of salary freeze
5. Why didn’t Katherine offer this [bonus distributions] earlier?
Just thought of it
Was stonewallingNegotiation Strategies and Behaviors
4. What should Alisa argue?
To split bonus money
Union will strike
Get better benefits planNegotiation Strategies and Behaviors
Assume Katherine refused to make a concession to Alisa’s request. According to the National Labor Code, could Alisa organize a strike?
Refer to the “Key Negotiator Behaviors” (PPT 3-11). Assume you are representing management (like Katherine in this scenario). What exactly would you do in this situation? Indicate a specific example for each of the key negotiator behaviors.Labor-Management Negotiations