Katherine, a senior management executive at a magazine publisher (JBL Publishing), is negotiating with a union representative
Question:
Katherine, a senior management executive at a magazine publisher (JBL Publishing), is negotiating with a union representative over the contract of production workers. The main issues are wage increases, health benefits and flexible work schedules. Union representative Alisa is furious because she just found out, before this meeting, that the board of directors has received huge bonuses for the year, while at the same time they refuse to budge on pay increases for production workers.
Q.1 Alisa insists that there should be a salary increase while Katherine says there is not enough money to do so. Based on this,
what seems to be the main source of her conflict?
Q2. Alisa is pursuing the option of reallocating bonus money that is currently only allocated to senior management. This will give employees a salary increase while decreasing the bonus for senior management.
What style of conflict management does this exhibit?
Q3. Katherine mentions that she doesn't want to mention the bond reallocation solution at the beginning of the meeting, because it's the best she can do. If she brings that out at first, Alisa can ask for more.
What negotiation strategy is Katherine using
Human Resource Management
ISBN: 9781259654930
5th Canadian Edition
Authors: Sandra Steen, Raymond Andrew Noe, John R. Hollenbeck, Barry Gerhart, Patrick M. Wright