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Communication / Negotiation - Case Study Example

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People Xpress, the US-based retail store has been in existence for nearly half of a century, growing sporadically from a small convenience store and achieving its large retail store size and status in the 1960s (People Xpress store, n.d). People Xpress has been recognized for…
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Communication / Negotiation
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Communication / Negotiation

Download file to see previous pages... This paper will apply the phases of conflict to this case while identifying probable underling interests and potential options for the satisfactory settlement of the conflict; this paper will identify the best alternative to the negotiated agreement (BATNA) for each side.
Conflicts progress through four major phases namely, the latent, confrontation, negotiation, and reconciliation phase (Kriesberg, 2010); in the latent phase, conflict is often hidden as is evident in the People Xpress case. The store’s plans to revise its benefits plan while the union leaders were planning to ask the management to extend health and dental insurance benefits to part-time workers is the latent phase of conflict in the People Xpress case. The conflict progressed to the confrontation phase and became visibly obvious when the union leaders were officially informed of the store’s proposed changes. The conflict then progressed to the negotiation phase, through mutual respect and a balance of power between the involved parties; the negotiation phase started when the management and labor representatives met for the first time to begin talks on the new offer. The prospect for an immediate solution was bleak in the opening of the negotiations as both parties clearly stated their positions on the store’s proposed plans; as it appears, the conflict was stuck at the negotiation stage as neither of the two sides were willing to make any significant concessions that would have led to reconciliation.
The store’s CEO Mr. Green is an intelligent leader that often seeks quick solutions to problems even if it entails taking unpopular decisions that conflict with the union’s interests. The store’s proposal to lay off employees and to cut expenses for worker gifts and store discounts by 50% and 10% respectively while increasing working hours and introducing the intensive use of technology ...Download file to see next pagesRead More
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