Bargaining Strategy: Target, Resistance, and Rationale

I am only responsible for the Target, Resistance and Rationale for v) Union Security on Union Bargaining Committee side.



3. SIMULATION DELIVERABLES: WHAT YOU MUST HAND IN

To complete this assignment, your team must submit the following (each is discussed in further

detail below):

A. Bargaining Strategy Document, Costing Worksheet & Bargaining Proposal

i. One Bargaining Strategy Document Per Team

ii. One Bargaining Proposal (that will be shared with the opposing

Team)

iii. One Costing Worksheet Per Team

B. Proposal Evaluation & Review Document

• One Proposal Evaluation Document Per Team

A(i). BARGAINING STRATEGY DOCUMENT

Under Background Information, you will learn about the Employer, Lenny’s Fine Furniture Ltd.

and the Union, the United Furniture Workers whom represent the unionized workforce at

Lenny’s. In addition to Employer and Union profiles, the background information also includes

a summary of the current economic conditions that you should consider as part of your

simulation as well as the status of the current collective bargaining negotiations.

IMPORTANT NOTE: Your simulation takes place in the middle of a current round of

collective bargaining. The parties have therefore already traded some initial proposals and

your task will be to carry on with the next stage of the negotiations.

The Background Information outlines the current bargaining situation as well as the party’s

current positions on the outstanding items to be resolved. These items outstanding items are

categorized as follows:

i) Term

ii) Wages

iii) Wage differential

iv) Benefits Premiums

v) Union Security

vi) Seniority Rules

vii) Contracting Out

viii) Holidays

ix) Grievance Procedure

Bargaining is limited to these nine issues ONLY.

Your first deliverable is to research, develop and submit a BARGAINING STRATEGY

DOCUMENT. This document must contain the following information for each unresolved item

listed above:

i. Your TARGET point on each item.

ii. Your RESISTANCE point on each item.

iii. A brief description of the RATIONALE behind

your Target/Resistance points for each item

Collective Bargaining Simulation Page 3 of 12

MGMT 326 Online Format Updated Spring 2022

• For i. – TARGET; identify the outcome(s) that your team would consider a potentially

achievable complete “win” in the negotiations (i.e., the desired contract language, the %

wage increase, or the specific “theme” of the outcome that you are after).

• For ii. – RESISTANCE; identify your minimally acceptable position (i.e., generally, you

must be willing to strike/lockout before you will breach this resistance point).

• For iii. – RATIONALE; provide a brief statement that summarizes your bargaining strategy

and the reasons/rationale behind your targets and resistance points. This is where you

explain your group’s strategy to: (a) attempt to convince the other side to accept your

position; and/or (b) your approach to how you believe you may be able to achieve a

settlement that is at or between the target and the resistance point.

A(ii). Your Bargaining Proposal (To Be Given To the Other Side)

You are also asked to prepare a simple document that outlines your bargaining proposals which will be shared with the Opposing Team. These bargaining proposals must provide proposals for the outstanding items (only) as follows:

i) Term

ii) Wages

iii) Wage differential

iv) Benefits Premiums

v) Union Security

vi) Seniority Rules

vii) Contracting Out

viii) Holidays

ix) Grievance Procedure

Your proposal document should contain the actual language you propose to have in the collective agreement for each of the outstanding items. Remember that your proposals should be consistent with the role that you play (i.e. union or employer) as well as the facts that you have been provided in the background information.