Post on 03-Jan-2016
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Check Lists For Each Phase
Because we have reconfigured the phases, these older slides are not fully aligned with the phases in the current slide set. However, each activity--preparing, opening, exploring, focusing and agreeing--is encompassed in the new configuration.
Check Lists
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Inadequate preparation -- Phase I
Accept positional mandates from constituents
Focus only on the members of the two bargaining teams
Overestimate your power/underestimate others’
Being either too trusting or too cautious with advanced sharing of data
Phase I: Overview
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Phase I: Preparation checklist
Identify stakeholders and potential issues Assess stakeholder interests on each issue Identify potential mutual gains options Clarify constituent mandates on each issue
Be direct on tough issuesReframe positional mandates into interests
Analyze power realities on each issue Establish target, fall-back and BATNAs for each issue
and anticipate same for other side Explore opportunities for joint data collection
Phase I: Overview
Ask “What are the core interests -- ours and others?”
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Risky opening -- Phase II
Define the problem too narrowly or too broadly
Unyielding position No clear indication of priorities Minimize/ignore other’s stated
positions/interests Overt threats or no indication of
alternatives
Phase II: Overview
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Phase II: Opening checklist
Clear definition of problem Firm on interests, flexible on solutions Acknowledge other’s interests Recognize power realities Construct agreements on ground rules,
bargaining plan, and joint data collection
Phase II: Overview
Be able to answer the question, “Why?”
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Unconstructive exploration -- Phase III
Boundaries set by opening positions Communication only channeled through
spokespeople Incomplete notes/language not written
out Unilaterally or prematurely rejecting
options Not communicating constraints on
exploration
Phase III: Overview
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Phase III: Exploration checklist
Review boundaries on scope of exploration (constituent expectations, time constraints, etc.)
Consider separate brainstorming prior to joint brainstorming
Encourage “out of the box” thinking Generate many options Build on mutual gains possibilities Keep separate “parking lots” for questions about
feasibility and criteria to measure success
Phase III: Overview
Ask “What other options can we identify?”
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Unconstructive exploration -- Phase III
Boundaries set by opening positions Communication only channeled through
spokespeople Incomplete notes/language not written
out Unilaterally or prematurely rejecting
options Not communicating constraints on
exploration
Phase III: Overview
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Phase III: Exploration checklist
Review boundaries on scope of exploration (constituent expectations, time constraints, etc.)
Consider separate brainstorming prior to joint brainstorming
Encourage “out of the box” thinking Generate many options Build on mutual gains possibilities Keep separate “parking lots” for questions about
feasibility and criteria to measure success
Phase III: Overview
Ask “What other options can we identify?”
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Ineffective focusing -- Phase IV
Wait for others to take the first step Jump to a single solution -- cutting a
deal Push without reasons Impose self-serving criteria Ignore points made by others Make final demands
Phase IV: Overview
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Phase IV: Focusing checklist
Determine that exploring is as complete as possible
Indicate that it’s time to focus toward agreement (step “into the void”)
Agree on fair criteria/standards (if possible) Consider “What if?” and “What about?”
scenarios Offer “supposals” and other potential solutions Build on interests, data, and points made by
others Propose potential linkages Establish fair criteria/standards Signal consequences of impasse -- BATNA
Phase IV: Overview
Ask “Can we at least agree that . . . ?”
Cutcher-Gershenfeld, McKersie and Peace, Negotiating Labor Agreements, PON, April 2000
Unstable agreements -- Phase V
Superficial consensus Only take into account the
“people in the room” Agreement easily undone by
unexpected or inconsistent actions
Phase V: Overview