negotiation approach
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After carefully reading through the articles, please answer (in about three pages), the following questions:
What negotiation approach and style did the Teachers adopt?
Why were the proposals offered to the teachers, rejected?
This is the KEY question - In hindsight, what (in your opinion), were the teachers' mistakes, if any? Point out behavioral, and/or process mistakes.
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After carefully reading through the articles, please answer (in about three pages), the following questions:
What negotiation approach and style did the Teachers adopt?
The negotiation approach and style the Teachers adopted was goals with positive interdependence. In other words the chance of one side attaining its goal is increased by the other side's attaining its goal. The teachers offered to increase the co-payments for prescriptions but these were tuned down by the board. The board wants to increase the employee contribution for medical insurance to an average of $600 per teacher. This would mean a direct deduction of $600 from the salaries of the teachers. The board is having a goal of reducing its costs. For this purpose the board is seeking to increase the employee contribution to around $850. Increasing co-payments for prescriptions would also reduce costs but to what extent it is not clear. It is expected that increasing co-payments for prescriptions would reduce costs but not to the extent of $600.
In comparison with the teachers the approach of the board is that of negative interdependence that is the chance of teachers rejecting the $600 would mean a failure on the part of the board to attain its objectives. There is no scope of win for the teachers. They lose $600 per annum. This approach has created a competitive situation in which a victory for the teachers means defeat for the board. The board could have also used an interest-bargaining approach and used ...
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