HRM 3422 Lecture Notes - Lecture 7: Negotiation, Endangerment, Final Offer

• School: York University
• Department: Human Resources Management
• Course: HRM 3422
• Professor: Indira Somwaru

Document Summary

Best alternative to a negotiated agreement- understand both perspectives (important) reach deal with other party where few alternatives exist. No settlement at all b/c gives negotiator power to walk away. Distributive bargaining- competitive nature; goal conflict of interest b/w mgmt and labour. Resources fixed and limited (someone walks away w/ piece of pie) Both parties want to max their share. Economic reward for task done on job. No win-win situation (wages, benefits, ot, vacation) Relationship with other party not important: tactics- to get what you want, ask for more than bottom line. 1 spokesperson; doesn"t let too much info slip. Raises expectations and strikes can occur when expectation not met: target point- negotiators optimal goals, resistance point- negotiators bottom line (lowest they will go) c. i. Bargaining zone- spread b/w parties resistance points: asking price- initial price or starting point, bargaining mix- mgmt. Discuss items that need to be agreed up (wages, benefits, working hours)