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Presentation Transcript
negotiation planning
The “Bargaining Zone for Negotiation” (PPT 3-3) shows where the potential area of agreement may be. However, without planning and determining your initial offer, target point, and resistance point, you will be at a disadvantage during the negotiation. What evidence of planning was demonstrated by Alisa and Katherine?

For both Alisa and Katherine, describe how planning impacted their ability to successfully negotiate.

Negotiation Planning
negotiation strategies and behaviors
What aspects of the distributive and integrative bargaining approaches (see PPT 3-5 & 3-6) did Katherine demonstrate during the negotiation? Justify your answer with examples from the scenario.

1.What strategy should Katherine take?

Continue to clarify

Apologize for omission

Change subject

Negotiation Strategies and Behaviors
negotiation strategies and behaviors7
 2.Why does Katherine offer to show her pay stub?

Proof of salary freeze

Exert power

Change subject.

5. Why didn’t Katherine offer this [bonus distributions] earlier?

Just thought of it

Just persuaded

Was stonewalling

Negotiation Strategies and Behaviors
negotiation strategies and behaviors8
What aspects of the distributive and integrative bargaining approaches (see PPT 3-5 & 3-6)) did Alisa demonstrate during the negotiation? Justify your answer with examples from the scenario.

4. What should Alisa argue?

To split bonus money

Union will strike

Get better benefits plan

Negotiation Strategies and Behaviors
negotiation strategies and behaviors9
What is the superordinate goal (see PPT 3-5) in this situation? How would a discussion of this goal aid the negotiation process?Negotiation Strategies and Behaviors
labor management negotiations
Katherine discussed a potential solution (bonus sharing) that had not previously been discussed before. Is this an example of “unlawful circumvention” according to labor laws? Why or why not?

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
labor management negotiations12
1.Katherine is accused of lying. She should:

Demand apology

End negotiation

Refute accusation

6. In this negotiation….

JBL gave too much

JBL gave too little

Nothing was resolved

Labor-Management Negotiations