2. What behaviors of the negotiators seem to either bring the parties closer together or drive them farther apart?

Divide the class into groups of three. Each group consists of a union negotiator, a management negotiator, and an observer. The instructor will provide a role statement for each negotiator. These role statements should not be shared with the other negotiator or with the observer. Each group’s task is to negotiate a contract between Moulton Machine Shop and the IMU. Your instructor will tell you how much time you have available for this task. It is important that you settle this contract in the limited time available so that you can avert a costly strike.
As the negotiations proceed, observers should record significant events. (Use the sample observation form shown below.) When the negotiations end, observers will be asked to report the final agreed-upon contract provisions to the rest of the class and to describe the process by which the negotiations took place in each group.