Saturday, October 18, 2014

BATNA: Negotiators – How you Can Avoid Striking Out (And Create Mutual Gains) in Your Next Business Negotiation



Recent labor strikes highlight common conflict-resolution pitfalls.

The latter half of 2012 has seen a slew of labor strikes in the United States.


Strikes and lockouts have sprung up among groups as diverse as Chicago Public Schools (CPS) teachers, National Hockey League (NHL) players, and National Football League referees, not to mention American Airlines pilots, who staged an unofficial work slowdown as part of their dispute with management.

Why so many management-labor impasses?

The sluggish economy has caused many struggling employers to take a firm stance when negotiating salary, pensions, and benefits with labor unions.

And, amid a movement among city and state governments to weaken collective bargaining through new laws and tough negotiations, some labor unions are fighting back in the form of strikes to keep their power from eroding.

No one likes strikes. They can be financially devastating to employers and employees alike.

And because strikes by their very nature inconvenience the public, whatever popular support striking workers gain may fade when a strike drags on over time.

In an ideal world, management and labor would avoid strikes altogether by listening to each other closely, exploring potential trades across issues, and working collaboratively on proposals.

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