Corporate Decision-Making Negotiation Role-Play: Collective Bargaining at Central Division

TitleCorporate Decision-Making Negotiation Role-Play: Collective Bargaining at Central Division
Publication TypeMiscellaneous
Year of Publication1988
AuthorsSusskind, L, Hecksher, C, Landry, E
Keywordsagreement, agreements, bargaining, collective bargaining, competition, concession, concessions, conflict, conflicts, consensus, consensus building, cooperation, cooperative, creative options, external negotiations, group negotiation, group negotiations, HNI, interests, leadership, mutual gain, mutual gains, negotiate, negotiation, negotiation strategies, negotiations, PON, relationship, team negotiation, team negotiations, trust

Two-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations

Full Text

The union and management bargaining teams for American Phone Company are preparing for upcoming negotiations. The last round of negotiations in 1986 was disastrous; there was a strike and relationships were damaged. The leadership on both sides would like things to go better this time around and has said that they want to work toward a more cooperative relationship. Trust between the two groups has eroded over the years, however, any attempts to employ a mutual gains approach here is not necessarily met with enthusiasm by their constituencies. The negotiations revolve around three issues likely to be on the table in 1989: wages, employment security and medical benefits.