This exercise will use integrative Bargaining. Integrative Bargaining is a process where both sides aim to benefit, creating a $$win$-$win$$ situation. This process involves both parties considering the others$$ point of view, needs, wants, and concerns. As a result, both parties gain or lose by the same amount. For example, the Union may advocate for greater staff training, which may cost the business more initially but result in greater productivity in the long run. Integrative bargaining can also involve both sides losing something in order to gain something else. For instance, the union may be willing to give up yearly bonuses in exchange for a higher annual salary or accept a pay freeze in order to achieve better working conditions

Identify the roles of the bargaining team members at the table. You will need the following roles:

$$ Chief Negotiator $-$ This is the person who does the talking at the bargaining table. Other team members can speak on specific topics or issues, but only when directed to do so by the Chief Negotiator. Your team might decide to have a Chief Negotiator and a Deputy Chief Negotiator to share the job if you like.

$$ Financial Negotiator $-$ This person is in charge of costing out all of the elements that have a financial or monetary component. This is needed to understand how much the changes you propose will cost $($or will save$)$ and how much the changes proposed by the other side will cost $($or save$).$

$$ Secretary I $-$ This person takes detailed notes of what is said at the table during bargaining.

$$ Subject Matter Experts $$ for negotiation you will need people who have some expertise in negotiation areas.

$$ Prepare your rationale for your bargaining positions. Use the charter of demands to identify your key bargaining ask. To do this you must $(1)$ understand what you are asking for and its implications. $(2)$ draft potential collective agreement terms and conditions and outline your key priorities $(3)$ identify the needs of the business and workforce $(4)$ analyze proposals and effects $(5)$ prepare a fallback strategy if resolution cannot be reached $(6)$ research, gather and analyze information systematically $(7)$ prioritize ambitious and realistic bargaining goals.

$$ Each group will be required to identify their bargaining position based on the instructions provided for union and management. This will allow each group to review their bargaining positions and prepare counteroffer$/$or acceptance. Both teams will decide how to conduct the negotiations.