10-3_Notes - I Negotiations Subprocesses Bargaining...

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I. Negotiations: Subprocesses Bargaining objectives: what the company wants affects the tone at the bargaining table (e.g. Disney wants happy workers so is willing to create a positive environment/tone). If company has the objective to weaken the union, they’ll draw a line in the sand, and that sets the bargaining tone. Hick’s chart: 2 sides go in with a minimum acceptable and a maximum acceptable objectives. Objectives determined by: Labor Market Product Market Ability to pay Internal comparisons Labor/employer CB strategy- 1. organizing objectives—neutrality agreements may exist when employers are supportive of unions organizing non-union contractors. 2. Internal politics 3. Long-term relationship 4. For management- the key issue is always driven by economics Union decision making Employer decision making Cycle of negotiations Strikes II. Subprocesses : Distributive bargaining- zero-sum bargaining- one side gains, one side loses; how will you split up the pie
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This note was uploaded on 02/20/2009 for the course ILRCB 2050 taught by Professor Givanr during the Fall '06 term at Cornell.

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10-3_Notes - I Negotiations Subprocesses Bargaining...

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