Corporate Decision-Making Negotiation Role-Play: Collective Bargaining at Southern Express

TitleCorporate Decision-Making Negotiation Role-Play: Collective Bargaining at Southern Express
Publication TypeMiscellaneous
Year of Publication1988
AuthorsSusskind, L, Hecksher, C
Keywordsagreement, agreements, bargaining, collective bargaining, concession, conflict, conflicts, cooperative, HNI, interests, leadership, mutual gain, mutual gains, negotiate, negotiation, negotiation process, negotiations, relationship, trust, value creation

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

Full Text

The union and management bargaining teams for Speedy Express Airlines are preparing for upcoming negotiations. The last round of negotiations 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 to work toward a more cooperative relationship. Trust between the two groups has eroded over the years, however, and any attempt by the leaders to employ a mutual gains approach likely will not be met with enthusiasm by their constituencies. The three issues on the table for this negotiation are wages, employment security, and medical benefits.

This role simulation has three rounds: an intra-team preparation round, an opening negotiation round, and a final negotiation round. Participants may be given different roles in the different rounds.