Union

You are representing the workers' union in this labor negotiation exercise. Most of your members are so-called 'unskilled' laborers who have not had an increase in pay in two years. Your benefit plan covers only the basics. Your members would like to see it cover vision care and orthodontics. Your employers are in the auto industry and are hesitant to raise wages and benefits too much because the industry is volatile. There are some things your members might be willing to negotiate, but they DEMAND a pay raise and some measure of job security.

Union/Labor

1) State the Union's/labor's Key Interests

2) State Alternatives

3) State Pros of each alternative

4) State Cons of each alternative

5) State issues on which you will be flexible and those where there will be no flexibility

6) State how you will make the Management's Best Alternative less attractive(BATNA)

7) State the Management's Key Interests from the Union's/Labor's perspective

8) State Union's/labor most persuasive argument to close a deal or reach consensus