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.