The Process of Negotiation
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Apply the process of negotiation in an experiential way. Conflict is part of life, whether it is personal or professional. Using some independent research of your own, apply what you have learned to a real life, practical case. Be sure to use subheadings to show where you are responding to each of required items below.
1. Identify an organization (without revealing proprietary information), and explain a specific conflict or issue that was negotiated.
2. Who were the parties involved, and what sides were taken in the conflict?
3. Choose a side. Which side do you choose, and why is it your choice?
4. Summarize your side's process in the negotiation. What human behavioral factors came into play?
5. What were the defined interests of each side, and what were the entering and leaving points of your side?
6. How did the negotiation resolve? Was it successful?
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Solution Summary
This posting explains the negotiation process and outcome in a real world situation.
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1. The specific conflict was between USA's freight railroads management and the US unions. The conflict was over several issues relating to compensation, discipline, and terms of employment. Some of the key issues are related to work rules including time off for some medical events from attendance policies (a). Two unions that participated in the negotiations were First, Brotherhood of Locomotive Engineers and Trainmen, and Second, International Association of Sheet Metal, Air, Rail, and Transportation Workers. According to the past policies, the points based attendance policy made it onerous for employees to take time off for sick leave because members would lose points. To make up for the lost points, the employees would have to either work more or face a penalty.
2. The two parties were the unions SMART and Brotherhood of Locomotive Engineers and Training on one side and the Management of the railroad on the other.
The side taken by the Management was that it wanted the status quo to continue. The side taken by the railroad unions was that it wanted the carrier attendance policies to change. The unions contended that if the problems in the attendance policies were not addressed, the freight railroad would go on a strike that could cripple the US supply chains. The prices of essential goods such as gasoline and food could skyrocket across the US. The rail unions represent about 50,000 conductors and engineers who make up the two-person crews that make the trains run.
3. The side I have chosen is that of the railroad unions. This is my choice because the railroad engineers and conductors have been suffering because of the intractable attendance ...
Education
- MBA, Indian Institute of Social Welfare and Business Management
- BSc, University of Calcutta
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