Hi, this is a case study about the 1984 negotiations between GM and UAW:

Please view the movie "Final Offer" available on YouTube (link below) and answer the following questions.

https://www.youtube.com/watch?v=JYNwc0KuGTc

1. Describe the chronology of events during the UAW-GM negotiations.

2. Briefly explain the social, economic and political context that influenced the negotiations.

3. Draw up organizational charts of the UAW and GM, identifying the key players in the negotiations.

4. Is there evidence of accountability on the union side?

5. Describe the respective bargaining agendas of the two sides, identifying their interests, target and ideal settlement positions.

6. How would you assess the relative bargaining power of the two sides? What sanctions did both sides have? Were they prepared to use them?

7. Describe the compromises and movement that occurred from the opening of negotiations to the final settlement.

8. Explain why and how internal bargaining takes place (because the movie provides more information about the union, concentrate on the internal bargaining within the union).

9. What role did the media play in these negotiations?

10. What qualities make a good negotiator?