Discussion Questions for Collective Bargaining at Magic Carpet Airlines: A Union Perspective What were the union’s primary objectives and strategies? LFA (League of Flight Attendants) negotiating team was very well prepared for the negotiations. They did their research into identifying their bargaining objectives. They looked at wage, unemployment, and cost-of-living data from government sources such as the Monthly Labor Review. They knew the financial history of MCA and kept their proposals
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table for a successful negotiation. The agent and band member working together as a team to ensure a successful negotiation is known as a collaborative strategy. “Collaborative strategy is represented by a desire to exchange meaningful and accurate information in order to reach an agreement that is best for all parties involved” (Marks and Harold, p. 373). At this point the band members will let the agent speak on behalf of the band. The agent will began the negotiations with discussing the bands
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CORE NEGOTIATION CONCEPTS Rex Mitchell Opportunities and requirements for negotiation (and persuasion) are everywhere, everyday Negotiation: * Conferring with another so as to arrive at the settlement of some matter (dictionary) * Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are ...opposed. (Fisher & Ury) Negotiation myths (first four from
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Negotiation Theory Types of Negotiation Table of contents 1. Introduction 2. Negotiation Theory: Foundations and Approaches 2.1. Basic concepts of negotiation 2.2. Negotiation approaches: An overview 2.2.1. Structural approach 2.2.2. Strategic approach 2.2.3. Behavioral approach 2.2.4. Processual approach 2.2.5. Integrative approach 2.3. Summary of approaches 3 Types of Negotiation Negotiation Theory and Practice: A Review of the Literature “major public
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Richard Paguirigan National University/Law 402 Professor Hamlin January 22, 2012 1. Identify the strengths and weaknesses of Fontaine's and Gaudin's negotiating strategy in their deliberations with Reliant Chemical Company. Fontaine and Gaudin started off with a competitive strategy, wherein the outcome of the negotiation was more important than the relationship. This is evidenced by the fact that the market for VCM would be oversupplied in a few years due to the building of new chemical
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CHAPTER 1 1.0 INTRODUCTION Concern over cost and delays in litigation procedures together with increasing globalization have led to more flexible means of resolving disputes which provide alternatives to court-based litigation governed by the law and procedure of a particular state or country. Disputes are generally an inevitable part of human interaction; they may be domestic, international, civil, commercial or economic in nature. Litigation has been the traditional method
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APPLIED TO NEGOTIATION 36 CHINESE STRATEGIES The Original 36 Strategies Contemporary Maxims 1 Cross the Sea by Deceiving the Sky. Act in the open, but hide your true intentions. 2 Besiege Wei to Rescue Zhao. Attack their Achilles heel. 3 Kill with a Borrowed Knife. Attack using the strength of another person. 4 Relax and Wait for the Adversary to Tire Himself Out. Await leisurely the exhausted enemy. Exercise patience and wear them down 5 Loot a Burning House. Hit them when they are
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The Art of Negotiation: Best Practices for Success April 2010 © 2010 Denali Group Introduction This whitepaper closely examines techniques that are key to In-Flight Negotiations. Specifically, we will address critical components of successful negotiations, including: 1. 2. 3. 4. 5. 6. The Negotiation Process Key Principles Strategy and Tactics Best Practices Lessons Learned Conclusion 2. The Negotiation Process There are two distinct phases and four critical steps to a successful negotiation
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Global Negotiation between FD and Conquip Conquip’s Solicitation Of The 10% RFQ Conquip sent the RFQ possibly attempting to anchor the negotiation and to prove its strong position towards the negotiation. This strategy is risky and could be harmful if the other party doesn't have this value between its reservation and target price (Chang, Chung, & Van de Vyver, 2014). During meeting 2, FD walked into the negotiation with a poor BATNA: no agreement meant FD risked losing
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GLOBAL AMANDA BAUMAN The case study analyzing negotiations between Pacific Oil Company and Reliant Chemical Company it shows how the role of power can dictate the outcome of negotiations. Pacific Oil did not prepare properly for the negotiations they were entering with Reliant Chemical Company. By assuming Reliant was comfortable with their current contract Pacific failed to properly prepare for any unknowns that arose during the negotiations. Pacific oil was in need of a supplier for VCM in
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