{[ promptMessage ]}

Bookmark it

{[ promptMessage ]}

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

Info icon This preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
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
Image of page 1

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern