What might need to be changed to be more successful in follow-on negotiating sessions?

Students should reflect on the Discussion Topic from the previous module and their experience with the negotiating process. This short paper should include:

  • A copy of the agreed-upon collective bargaining agreement section (posted in the discussion topic)
  • A personal account of the negotiating process. This account needs to include:
    • A listing of the key challenges or points of friction.
    • An analysis of the negotiating principles used by both parties and the BATNA of their own position.
    • A review on the success of interest-based compared to distributive bargaining principles.
    • An analysis of the strength of the other positions – were their positions weak and not supported well or just the opposite?
    • A reflection on how this negotiation session was different than the first one completed under Milestone One in Module Three.
    • What might need to be changed to be more successful in follow-on negotiating sessions?
    • A conclusion about the outcome – did it favor one side or the other?
  • Overview:  In  task  5-1,  students  will  participate  in  the  second  group  discussion. The  purpose  of  this  topic  is  for students  to  have  the  opportunity  to  role-play  an actual  negotiation  session  with the  goal  of developing  a  collective  bargaining  agreement.  The  specific  topic  to  be  negotiated  is  related  to  employee  wages  and benefits. In  this  topic, the  instructor  will divide  students  into  two  groups. One  group  will represent  management and  the  other group  will  represent  labor. Note:  The  groups will be  the  opposite  of  what  they  were  in  Module  Three  to  give  students  a  chance  to  represent  each side. The  instructor  has  provided  a  rough  framework of  a  collective  bargaining  agreement  in  the  resources  section  for  this  module  that  provides  some  level  of  detail  on how the agreement is  currently  worded. This  will  serve  as  the  starting  point  for  your  negotiations.  Students  are  expected  to  research  the  topic  and  determine  the best  way to craft  the  language  in the  agreement  to  favor their  position.  The  students  should  use  the  Discussion  Topic  as  a  negotiating  platform  and  create  a dialogue  with the  opposing  side in  order  to  come  to  an  agreement  on  the  specific  language  required  in  the  agreement. If both  sides  cannot  agree  by  the  end  of the  module,  the  instructor  will act  in the role  of  mediator/arbitrator and  will decide  on  the final language,  which  all parties  must  accept. In  this event,  the instructor  will post  the final agreement/document in the  topic  by  midnight  on  Tuesday  of  the  following module. In  task 6-2, students  will be  required  to  provide  the  following  as  the  deliverable:   A copy of the  agreed-upon  collective  bargaining  agreement  section  (posted in  the  Discussion  Topic)   A two-page personal  account  of the  negotiating  process. This account  needs  to include: o  A listing  of  the  key  challenges  or points of  friction. o  An analysis  of the  negotiating  principles used by  both  parties and  the  BATNA  of their own position. o  A review on the  success  of  interest-based bargaining  compared to  distributive  bargaining principles. o  An analysis of the strength of  the  other  positions—were  their  positions  weak  and  not  well  supported,  or  just  the  opposite? o  A reflection on how this  negotiation  session  was  different  than  the  first  one  completed  under  Milestone  One  in  Module  Three. o  What might  need to  be  changed to  be  more  successful  in follow-on  negotiating sessions? o  A conclusion  about  the  outcome—did  it  favor  one  side  or  the other? The  short  paper  milestone  will  be  submitted  in  Module  Six.  Feedback  should  be  applied to  the  final project. Requirements  of submission:  Written  components  of  projects  must  follow  these  formatting  guidelines when  applicable:  double spacing, 12-point  Times  New Roman font,  one-inch  margins, and  discipline-appropriate  citations.

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