Critically examine the initial position of each party; what strategy is available to each party to pursue to come to a mutual adjustment

Describe the process you will undertake so that your BATN is realized

 

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SKU: Ques13

WHY TRADE UNION INVOLVEMENT?

BACKGROUND

Union representatives are waiting for the Corporation CEO & his senior executives to arrive to discuss New Year’s wage agreement.

The CEO strides in and announces, ‘Well, let’s get this over with’.

The Prime minister & half the cabinet are coming in two hours, and if I can get what I want from them, we will be all winners.

Now, the productivity figures haven’t been all that promising for this last year.

Under the current climate, I propose that we hold pay levels at status quo, and see what comes up at the financial year.

 

THE SCENARIO

The Trade union has lodged a Log of Claims (LOC) for a 10% increase in base salary across the board.

The LOC is for last year’s financial year ending for the month of March, 2013.

The Consumer Price Index (CPI) for the same period (last year) stood at 7% (average, March, 2013)

The Corporation has a 5% provision which is set aside for log of claims (LOC) negotiations with trade union.

 

QUESTIONS

1.Critically examine the initial position of each party; what strategy is available to each party to pursue to come to a mutual adjustment?

 

2.Assuming each party does not want to barge; critically examine the negotiation style you are going to recommend so that an amicable solution is achieved?

 

3.Based on information presented, make assumption on your ZOPA; describe the process you will undertake so that your BATNA is realized?

 

4.Against the above background, critically examine the techniques & tactics you will recommend to the CEO so that an enduring and long last relationship is established?

 

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