Case Study: The Framing Of Negotiator Judgement

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Introduction
The case examines labor-management relations during attempts to reorganize. While the proposed restructuring was based on a thorough analysis of the organization, the local union 's objections forced a stop to the reorganization and order a review. Ultimately, the reorganization went through with no resolution of labor-management differences (Brock, 1999b). Elements such as the lack of communication with Local 12 prior to a study of the employment and training programs, creation of the “turkey farm,” and speaking directly to employees created a hostile environment (Brock, 1999a). The actions and attitude of management as well as the attitude and reactions of the union demonstrated that the partied were not “ripe” for negotiation, …show more content…

The more effort in support of collaboration, cooperation, and communication during the pre-negotiation phase, the easier it will be to reach an agreement at the table. Bazerman (1999) identifies five obstacles or “deviations” that impact this process and provides potential solutions. Obstacles not identified and addressed during pre-negotiation will almost certainly interfere with the negotiation at the table and may be significantly more difficult to overcome at this stage.

The Framing of Negotiator Judgement focuses on how the negotiation is set up. Negotiators must consider the influence of positive versus negative frames. If the sides are able to identify what gains can be made in compromise this deviation could be avoided (Bazerman, 1999, 199). Similarly, the mythical fixed-pie of negotiations describes a win/lose scenario in which it is assumed that one party’s interests directly conflict with the other party 's interests. (Bazerman, 1999, 201). The resolution to this deviation is the ability to find ‘favorable trade-offs between negotiators’ (Bazerman, 1999,

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