ADMS 3422 Lecture Notes - Lecture 7: Golden Rule

• School: York University
• Department: Administrative Studies
• Course: ADMS 3422
• Professor: Ping Peng

Document Summary

Bargaining: adversarial style, two parties compete over the distribution of fixed resources, example: wages. Bargaining: cooperative approach, potential exists for a solution that provides mutual gains, example: health and safety. Bargaining: bargaining within the union or management team, example: individual union team members may represent interests of a specific group, like shift workers. Structuring: the process of building mutual respect and trust between the negotiating teams, necessary for enduring and positive collective bargaining relationship. Discussions start with inflated positions, leaving room to reduce the ask or to make trade- offs later in the process. Golden rule: ask for more than your bottom line: bottom line is the minimum acceptable offer, lower offer could result in a strike or lockout. Control over communication critical: one spokesperson for each party. Cooperation and sharing of information key to this process: willingness to share information can be a test of commitment to this joint problem-solving approach.