IRE244H1 Chapter Notes - Chapter 1-5: W. M. Keck Observatory, The Techniques, Budget Constraint
DepartmentEmployment Relations, Centre for Industrial Relations and Human Resources
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IRE244: Collective Agreement Negotiation Assignment
By: Ashita Banga, Imaan Ali, Xiao Han (Helen) Wang
1. Bargaining Strategy
a. What bargaining strategy did your team plan to use in the present round of
negotiations? Justify this choice.
Our team planned to use integrative bargaining strategies because we anticipated the
need for compromise and mutual gain. As the Management, it seemed like the most
reasonable option to be prepared to understand the Union’s needs rather than taking the
most aggressive distributive approach that may result in undue conflict.
b. What bargaining strategy did you expect the other team to initially adopt? Why?
We expected the Union to adopt a distributive bargaining strategy. We anticipated for a
tough bargaining process and had contingency plans ready. Our team expected to deal
with opposition regarding wages, retirement fund and vacation days. However, the
Union was accommodating and also wanted to come to a mutual agreement whilst
maintaining the desired relationship.
c. What bargaining strategy did your team actually use in bargaining? Justify this
answer and provide examples of tactics used during bargaining that are consistent
with your answer. Explain why your team was, or was not, successful in
implementing the strategy you had intended to use.
In the end, we applied a combination of strategies including distributive, integrative
and attitudinal structuring. This choice proved to be successful because it allowed for
hybrid issues, such as the retirement fund, to be dealt with appropriately. For example,
we demonstrated distributive tactics by lowering some employees’ wages and declining
premium wages on the third shift.
Moreover, we initially proposed to reduce vacation days from 5 weeks to 4 weeks and
4 days for employees who have had greater than 20 years of service. The Union was
unwilling to negotiate or accept anything less than 4 weeks and 6 days and only on the
basis that Management grants them a 1.5% increase in retirement fund for all
employees. So it was eventually decided to leave it unchanged. On distributive issues
like the retirement fund we had mainly one spokesperson but for other integrative
issues such as accidental death coverage more voices were involved. Our team was
reasonably successful in meeting the needs of the Management while considering the
needs of the Union.
d. What effect, if any, did the bargaining strategies used by both teams have on your
team’s satisfaction with
i. The outcomes of the negotiation process and
ii. The quality of the relationship developed with the other team?
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