negotiate the renewal of the union contractConsider this sce
negotiate the renewal of the union contractConsider this scenario: it is time to negotiate the renewal of theunion contract. The union leadership has asked for an increase of $2 anhour of wages and three more days of vacation for employees. Companyleadership is arguing against any changes to the current contract inorder to maintain competitiveness. The company has a hard-nosedpositional bargainer.You represent the union and seek to engagein interest-based negotiations. What techniques would you use to get theother side to engage in interest-based negotiations? What are thepositions, interests, and BATNAs of each side?
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