1 In a concise paragraph, paraphrase what you have learned about bargaining strategies to inform a friend about the options for negotiating his or her starting salary and other items for a new job? 2. Distributive bargaining is sometimes referred to as “win-lose bargaining”. Where does this label come from? How can it be misleading? Also, some people casually characterize any negotiated settlement as ” a win-win.” Why is this accurate in layperson’s terms but inaccurate in light of how negotiation experts use the term win-win. 3. Choose one of the scenarios from the “HR Strategy: Responding to a Union Organizing Drive” box at the end of Chapter 6, and assume that the union wins recognition. As an HR manager, how would you prepare for negotiations? What type of information would be important for you? What type of bargaining priorities and strategies would you develop? How would your answers change if you were a union representative? 4. Why is it difficult for labor negotiators to switch from traditional to integrative bargaining? What recommendations would you make for negotiators trying to make this switch? Why is it more difficult for union negotiators to make this change compared to company negotiators? 5. Use three fictitious new articles that follow this question to analyze the bargaining environment for contract negotiations between copper producer Phelps Dodge and Morenci Miners Local 616. Design a traditional outline or a mind map (a radial outline) for one of the years. Use the major dimensions of the bargaining environment as your major categories. Note that the newspaper articles are based on fact but have been embellished for educational use.
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