Corporate Decision-Making Negotiation Role-Play: Contract Negotiations in the Building Trades

TitleCorporate Decision-Making Negotiation Role-Play: Contract Negotiations in the Building Trades
Publication TypeMiscellaneous
Year of Publication1986
AuthorsSusskind, L
Keywordsagreement, anchoring, assumptions, bargaining, BATNA, bluffing, claiming value, coalition, collaborative, collective bargaining, Collective Bargaining at Central Division, competition, consensus, consensus building, contract negotiation, contract negotiations, cooperation, HNI, interests, legitimacy, negotiating, negotiation, negotiations, PON, relationship, reservation price, tactics, trust

Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations

Full Text

Three coalitions representing building contractors, building trade unions, and users of contract services are about to begin contract negotiations. Prior to the full negotiation session, each coalition will meet to discuss internal differences. Each of the three coalitions has three members representing a different internal group. They will focus on wage increases, health benefits, and double-breasting (contractors using non-union workers through subsidiary contractors). These have been outlined in the Proposed Framework for the New Building Trades Contract distributed by the staff of the Builders Association (a member of the building contractor’s coalition). In addition, a number of other issues will need to be worked out. These derive mostly from prior relationships and skewed perceptions. A threat of a strike exists, which would disadvantage all three groups. Their objective is to reach an agreement that all parties can accept.