McQuarrie Chapter 8-The Collective Bargaining Process Flashcards
What are 5 stages of Negotiations
- Pre-Negotiation
- Establishing the Negotiating Range
- Narrowing The Negotiating Range
- Crisis
- Ratification
What happens at the first joint bargaining meeting? The second?
First: The exchange of written proposals and demands, which are then considered and examined in private by each party.
Second: Counter-proposals
When an agreement reached, what happens?
Each party obtains approval of who they represent (Ratification)
What is an impasse?
A disagreement which sees no resolution, a dead end of bargaining because neither side moves
What 3 options are there when an impasse is reached?
- Take a short break
- Ask for 3rd party intervention
- Strike or lockout
What occurs in pre-negotiation stage?
- Sides det. priorities, goals, proposals
- Parties discuss negotiating protocol
What actions occur when the Negotiation Range is established?
- Formal bargaining begins
- chief negotiator orally presents rationale for each proposal.
- Establish bargaining range
- Demonstrate each sides commitments to issues
- Attempt to influence other sides perceptions and expectations through explaining the proposals rationales
- Establish bargaining range
With what two points to their argument does each side enter?
An initial offer and a bottom line.
What occurs during the Narrowing of The Bargaining Range stage?
Parties attempt to find a zone of agreement , where both of their bottom lines are mutually satisfied.
Which stage of negotiations is longest?
Narrowing the bargaining range
What two actions do parties carefully time?
The offering of counter proposals and concessions
What is the crisis stage
The point at which parties decide whether or not to undertake strike/lockout
What happens if an agreement is reached by negotiating teams but not ratified by either party?
Negotiating teams return to the table.
What are 4 negotiation sub processes
Intra-organizational bargaining: seeking consensus within team and organization
Attitudinal Structuring: forming of attitudes towards other side and rlnship btwn teams
Integrative bargaining: Identifying common issues to reach win-wins
Distributive bargaining: competition over limited resources between negotiating parties, develops a win/lose situation
What 2 types of conflict can appear during Intra-Organizational Negotiation?
Role conflict: bc of mismatched expectations for each sides negotiators
Factional Conflict: Develops when diff groups have diff demands. Disagreement within organization over bargaining goals/priorities
Which might typically come first in negotiations, Integrative, or Distributive bargaining?
Integrative. Take the easy win win situations of the table/resolve them before getting to the contentious issues.
What are some factors affecting both parties bargaining power?
Environmental, socio-demographic, organizational factors.
What are some factors affecting employers bargaining power?
Size of inventory
- structure of operation
- competitiveness
- whether business is seasonal
- whether it can operate during strike
- labour costs
What are some factors of Unions bargaining power?
- strength of commitment to specific issues
- access to strike funds
- timing and effectiveness of possible strike
What are ‘Interests’ in a bargaining sense?
needs wants fears concerns desires other motivators behind a parties position(preferred outcome)
What 4 criteria does the Cost of Disputes Model consider?
- Transaction costs: expenditure of time, money, resources, emotional energy
- Satisfaction with outcome
- Long-term effect on the rlnship: (Poor will be costly)
- Recurrence: Whether the agreement resolved the issues btwn parties or not
How does the Cost of Bargaining Model suggest costs can be reduced?
If each side focused on interests rather than issues that are only resolved when they exercise their rights/bargaining power
What are the 4 principles of the Mutual Gains Model of Bargaining
- People: Separate them from the problem
- Interests: Focus on interests, not positions
- Options: Generate a variety of possibilities before deciding what to do
- Criteria: Insist that the result of negotiations be based or evaluated on some objective standard
What are the 3 approaches of the Mutual Gains Model of bargaining\/
- Strive to establish minimum degree of trust in each other
- Determine what is the minimum each side would accept from the other
- Recognize mutual dependancy
What are some barriers to the functioning of the Mutual Gains Model of Bargaining?
Inherent power imbalance and different perspectives make it difficult to apply.
