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The Phases of Negotiation and the Strategies Used in the Dairy Co - Essay Example

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The strategy that we used for negotiation was “integrative bargaining”. The integrative bargaining technique came to fore during the 1970s. It was widely used back then for labour negotiations. Over the years it has evolved into a very popularly used method for negotiations at the table…
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The Phases of Negotiation and the Strategies Used in the Dairy Co
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Download file to see previous pages The first issue that we had to deal with was reaching a basis for increase in wages during the life of the agreement. The objective of this issue before the negotiation was “Productivity benefit to be shared 60%-40% between the company and the workers”. The outcome after the negotiation was “Productivity benefit to be shared 70%-30% between company and workers”. The second issue was to reach common grounds over workplace agreements such as the process by which employees will be identified for and be nominated for training. The objective of the team before the negotiation was “Get the management to agree to pay training fees for employees. Vacancies should be first given to employees who are trained.” As for the outcome, the negotiation objective was achieved. The third issue that was raised was an agreement over hours’ roster, including implications for shifts and for over time. For this issue the objective before negation was : “employee will be paid across 1 week. Average weekly working hour would be 38 hours. There will be 6 working day per week (Mon-Sat). Working hour for over 2 hours in one working day, the payment will be 1.5 times.” However the objective was not achieved during negotiations and the outcome was: “Employee will be paid across two weeks. Average weekly working hour would be 38 hrs. There will be 6 working days per week (Mon-Sat). ...
The fifth and the final issue was regarding the establishment of a joint work place committee-most of the practical arrangements (size, facilities etc) have been agreed and only two issues remain - whether the committee should be a negotiating body or a consultative one; and whether any company information can be kept confidential from the committee.Objective before negotiation was : “Employee can know have little access to financial information to make sure company have ability to pay their money. Employees can delegate small number of employees to join company's meeting. However, employees have to sign the contract with Dairy Co. to keep the information confidential.” The objective was achieved as both sides reached an agreement over it. There are various strategies that people can employ to negotiate. It is very important to make sure that the right strategy is chosen so that the results that follow are effective. The deal is to ensure that both manger and the employees can benefit from the strategy. (Jordon & Roloff ; 1997) Managers at Dairy Co want to sustain long term relationship with employees. This helped a lot during our preparation and our way through most of the phases of this negotiation. The management tried to be co-operative and hence an integrative strategy was opted for. Integrative bargaining is based on the premise that the table is open for both parties to co-operate and interact with each other to find a viable solution which upholds the interest of both parties. (Fells, 1998) The goal is essentially to maximize benefits for both sides or as they call it a, lead the negotiations to a “win-win” situation. The first phase that we identified was the “begin phase”. In this phase a lot of meetings were ...Download file to see next pagesRead More
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